3 Tips for Following Up With Local Warm Leads
Seeking out leads is like fishing. You’re the fisherman, your product is the bait, and the leads are the fish. A cold lead is a fish that swims right by your bait without even acknowledging
11 Essential Time Management Tips for Salespeople
How many times have you missed your target by just one sale? One more quick signature and things could have turned out differently. A larger check, more respect from your boss and peers and you’d
The Top 3 Sales Department Activities To Track For Success
If you put forth the effort, sales will come. That’s what a typical sales manager wants to prove to his sales team. The only way to prove it is to come up with actual sales
How To Define Your Sales Cycle
You know your company has a sales cycle. A lead comes in, sales activity happens and you work towards closure of some kind at the end. Hopefully the kind that makes you money. But, do
How To Automate Your Sales Activity Tracking System
Sometimes people misunderstand the point of a sales activity tracking system. They usually think that a sales activity tracking system tracks the number of products sold over the course of a certain time period. A
How To Implement an Effective Cold Calling Strategy For Your Salespeople
Let’s face it. Cold calling is not fun. It’s uncomfortable. It’s nerve-racking. It’s very intimidating. It’s something no salesperson looks forward to doing. Have you ever picked up the phone only to listen to a
How Do You Handle Absurd Sales Objections?
If you have been in sales for any period of time you have likely heard sales objections that defy any common sense. Of course many of these creative sales objections are because your prospects are
How To Find the Right Blend of Attitude and Skill in Your Next Salesperson
“Does the salesperson know our products well enough?” That’s often the first question most businesses ask themselves when they’re interviewing a potential salesperson for their organization. However, it’s not quite a good idea. Putting too
Why You Should Outsource Sales Management?
I once met a printer who had a small print shop. He built his business over twenty years with one employee working the shop and his wife doing graphic design and working with clients. He
Does Your CRM Need a Reset? Part 3: Scorecards
Part three of our reset series is about Scorecards. Previously, we’ve identified companies in the database that are clients, prospects and possible win back opportunities. Then we figured out what data our salespeople should collect
