Ahh prospects...sometimes you love 'em, and sometimes well...you fill in the blank. Have you ever spent a ridiculous amount of time romancing a prospect, and for some mysterious reason, they don't buy? Everything looks good. They like what you offer. They trust you. They raise almost no objections during the process. But still...nothing happens [...]
What better way to impress your prospects than by knowing a little something about them before you even talk? Your prospects don’t expect you to know them inside and out before you speak. But they do want you to have a basic understanding that shows you “get” them. While the web does a lot [...]
According to a study by The Aberdeen Group, personalized e-mails improve CTR by 14%, and conversions by 10%. 96% of organizations surveyed believe personalization improves performance. Oh, and there’s this study too, which shows personalized e-mails get 6x higher transaction rates, but 70% of major brands don’t use them! Personalization is simple: it means [...]
Do you have enough qualified leads? Are you completely set for the rest of your business’s life? If you’re not, you might have some problems with your marketing funnel. Have you completely mapped it out? If not, take a look at these tips (thanks to Fergal Glynn for finding many of these): 1. Minimize [...]
Targeting, content, and timing. The three aspects that lead generation must revolve around to deliver leads that result in closed deals. Digital marketing campaign’s are complicated. Their success is expected and failure is easy. Creating a proper campaign that develops inter-business relationships is like walking on eggshells. There is an extremely high sensitivity to [...]
For many, the idea of beginning a career as a salesman sounds less than appealing. We often get ideas of phony friendliness accompanied with a hook, line, and gimmick. I have even said on occasion that I’d rather work as a (insert unpleasant job ideas here) than work in sales. However, fast forward several career [...]
Your email signature is a key facet in identifying yourself to your friends, colleagues, and prospects in the digital arena. Email signatures are often referred to because they include the best contact information for you - or do they? My email signature is simple without being an entire directory of information on how to reach [...]
Developing a large list of qualified leads is essential and it goes without saying that the more leads you have the better chance you have of gaining sales. However, it is also important to note that more leads do not always guarantee a company is optimizing their efforts and doing so may be wasting valuable [...]
The idea of prospecting is an overlooked concept for many companies because many decision makers are always looking for a way to bring in revenue faster and easier. Prospecting is neither easy nor timely and can’t be used simply to reap immediate benefits. Good prospecting is a process that must truly be embraced as a [...]
Is sales training an expense or an investment? In most cases, it's an expense that does your company almost no good at all. Tom Bird and Jeremy Cassell, authors of the Financial Times Guide to Business Training bluntly say: Business training doesn't work. And that umbrella term includes sales training! For the most part, they [...]