Want to keep your funnel full in today’s hyper-competitive sales world? Of course, you do! So, this year, make the extra effort to improve your lead generation.
As different as you’d like to think your product or service is from your competition, there are rarely cases that product alone makes you the obvious choice to prospects. So, what is it your prospects are looking for? What will make you stand out? Here are a few pieces of advice from SellingPower’s Matt Singer.
Did you know that your peak selling time has just as much to do with you as it does your prospects? Alice Heiman, founder and CSO of Alice Heiman, LLC, a sales leadership programs business, says you have to pair when you’re at the top of your game along with when your prospects are available in order to make successful sales.
Sales professionals are having a difficult time prospecting, and often, are coming up short. A survey found that cold calling and prospecting are two pain points for reps today.
Good sales advice comes from everywhere, even unlikely sources. Perhaps your family members were the first to teach you sales tips. SellingPower’s Herman Dixon learned a lot about leadership from his grandmother that can easily be refined into sales tips.
Even if you’ve been in sales for years, it’s likely you still feel a little anxious before picking up the phone to call a prospect.
When trying to close a sales deal, having a champion on your side can make the process much faster. But you can’t just go and pick out anyone and expect him or her to help move the deal along.
There are several make-or-break points during that first discovery call to a potential client. First, you have to know who you’re calling so you’re sure you’re talking to a decision maker who can potentially benefit from your products or services. The second, and most important, are the questions you ask.
How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas.
It’s no secret that top-performing sales reps do things differently than others in the industry. Thankfully, recent insights shed some light on the tactics of top performers, as well as what buyers want during that first contact.