If you believe, as Ryan Warner does, that meetings fill your pipeline, you need to commit to a serious and detailed follow-up schedule. Warner lays out a 10-day plan to get in front of a top prospect.
Category: Outside Sales/In-person sales only
Information is powerful. And, it can be more powerful than flashy presentations, high-priced lunches, or a list of big-name clients.
Trade show leads can take a long time to nurture. To make the post of the opportunity, note who the warm leads are and make them your focus. And most importantly, pledge ample time post-show to follow up.
When you stand in front of an audience, people aren’t just listening to you. Your body language, in particular, your hand motions also communicate your intention.
A prospect may be very responsive at the beginning of a relationship but as time goes by, the rep may find it harder to reach him or her–until the responses completely cease. This is called ghosting.
Part of your sales process may involve making a presentation to an audience made up of prospects who, at best, are neutral. At worst, some of these people will be hostile to what they think you are going to say.
If you’re now engaged in more team selling meetings, you’re not alone. In fact, increased team selling is one of the top challenges sales reps will face this year.
In a recent Inc. article, Minda Zetlin shares 16 conversation starters that can help the next time you need to chat up a stranger.
Does everyone else in your department seem to effortlessly give amazing presentations? This could be you, too, if you take the time to consider the suggestions Skip Prichard makes on his blog.