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Lead Generation Strategies – Ultimate Failure

What’s Wrong With This Picture? I was trying to download (yet another) FREE Guide to I Can’t Remember What and Don’t Really Give a Shit About when I was presented with the ubiquitous opt-in form. Did I mention this form was found on the site of a firm that bills itself as a digital marketing agency specializing in inbound/online demand generation …

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Sales Process Improvement – Know When to Say When

Slow Down, You’re Selling Too Fast Currently, I have a number of clients with whom I have gone through the process of implementing basic infrastructure and process related to prospecting and qualifying. As a result, we have increased activity and output to the point where legitimate opportunities are coming into the pipeline, and we are starting to really focus on …

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Sales Lead Management Process – Are You Selling Too Fast?

Stop Premature Selling Syndrome The purpose of this entry is to ask two simple questions that relate to the concept of delivering a Proposal, which I define as any conversation or documentation that outlines your solution and its cost, in your sales lead management process. Question #1 Have you ever had a selling situation where you have delivered a proposal …

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Sales Process Improvement – The Art of the Cold Call

Is There a Difference Between Prospecting and Telemarketing? In the demand-creation prospecting world, I am often brought in to discuss the basic metrics and measures required for sales organizations to perform effectively and thus for their sales process improvement. I typically encounter situations where there are no resources in place like appointment setters, or they are in place but significantly …

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Sales Lead Management Process – Validate Referrals

Want More Referrals? Validate and Reinforce! Sitting with a Client working on some development and process ‘stuff’ we wandered onto the topic of referrals. The short version of my speech on this is as follows. Building your business with referrals requires three simple components: Ensure your referral partners understand what you do in very simple terms. Give them tools to …

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Executive Sales Training – Feasibility Study Process

How Real Salespeople Do (or Don’t Do) Demos I’ve been working with a client for about a year now and we have been focused on getting the basic sales structure and CRM (salesforce.com) back in shape. Up to this point, our primary goal has been to establish visibility, accountability, and control across the organization for leads, accounts, activity, opportunities, and …

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Executive Sales Training – Getting People to Commit

Do Your Salespeople Have Commitment Phobia? Early this week, I met with one of the sales teams I oversee, which is a group I have been working with for a few months now. Primarily, we have been focused on sales process and specific techniques for engaging customers rather than simply pitching them. I want to share a topic that came …

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Sales Process Management – Executing Consistent Strategies

Consistent and Coordinated Sales Execution Two weeks ago, I received an email from a sales representative working for a company whose mailing list I had opted into some time ago. The company is in the luxury vacation rental industry and sells a membership that entitles you to renting any of their 200+ incredible properties anywhere in the world. The email read: …

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Outbound Prospecting Supercharged – Appointment Setting Tips

I define outbound prospecting as the work performed in order to get another person (the prospect) engaged in an initial conversation that allows both parties to see if there is something worth discussing [Qualification] that might lead to a more in-depth conversation to identify a specific need [Discovery] into which you can propose a solution that is worth investing in …