Prospecting & Lead Generation
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Social Media Mistakes Salespeople Don’t Know They’re Making
You decided to spend a little time on Facebook today… “networking.” After all, you’re in sales and this is one way to keep up with your clients and potentially make a sale. You sign in and see a friend request, which links you to a few others you want to connect with. You notice someone […]
3 Effective Ways to Nurture B2B Sales Leads
Staying on a prospect’s radar can be tough for salespeople. People change jobs more often now, and that means they switch from being leads, gatekeepers, buyers, or decision makers. Salespeople often don’t even know who their leads are or if they have the power to make decisions. That’s where B2B lead nurturing comes in. But […]
5 Ways to Quickly Qualify Prospects
Having a steady flow of prospects who interact with you, and hopefully become customers, promotes your company’s long-term profitability. To do that, you need reliable methods for qualifying prospects. And not all of them are created equal. Before exploring how to qualify prospects, however, you need to consider the size of your market and the segments of […]
Why Your Prospect is NOT Always Right
To succeed in business, you must live by this mantra: The customer is always right. But does the same hold true for the prospect? Not always. In fact, if your salespeople can learn how to navigate these uncharted waters, and read a prospect correctly, you’ll increase profits and keep your salespeople very happy. Dealing with […]
5 Ways to Improve Your Sales Lead Quality
Have you ever considered that it takes the same amount of time to source and qualify a good lead as it does a bad lead? Of course we all want more leads, but having a sales funnel full of poor quality leads can not only cost you a fortune in wasted marketing spend, it chews […]