Nine hundred and seventy-seven buyers and sellers across 25 industries agree, this is what you need to become more successful at sales prospecting.
Category: Outside Sales/In-person sales only
How often do you show up for meetings "a few minutes late"? Those "few minutes" are damaging your reputation and costing you money.
When making a decision, we often come up with a few options and compare them to see which we’d rather choose. Your potential clients’ processes are likely the same.
Attending conferences and other events is valuable to sales reps, thanks to the plentiful opportunities for leads, networking, and new insights. But those opportunities don’t come cheap — or easy.
Your mom said it best. As a child, when you were fighting or arguing with a sibling or friend, your mom would say, “Billy, you know better than that! Now you make friends with Johnny.”
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.
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.
Salespeople learn techniques. Salespeople learn “closes.” Salespeople learn systems of selling. And none of them are more powerful than someone wanting to buy.