If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an...
Attract New Customers More often than not, sales and marketing efforts are centered around customer acquisition. But by focusing only on getting new customers, businesses may not be optimizing the customer experience for their current ones. It seems crazy...
The Out of Office email. Yes! Out of Office messages, or OOOs as I’ve seen many refer to them, flood our inboxes especially after we send out invitations to an event or a newsletter. Typically, they are quickly deleted. Don’t Delete! Make sure your sales team is...
Now more than ever it is critical that we show clients our appreciation. If you are like me, you really love your customers and you want to show it. Simple gestures of gratitude will be remembered and valued by clients, especially during these stressful and...
Talk to the People You Know What are your salespeople doing all day? Is it productive? Are they getting results? Do they dial the phone 100 times and reach one person? Do they send hundreds of emails to get a 1% response rate? How much is this costing your...
In the past few months, the world feels like it’s been turned upside down. And while it’s true there’s no real historic precedent for teams being suddenly told to work from home, this also isn’t the first down market we’ve ever seen. As a longtime sales leader and...
Two years ago, you knew what to say when you picked up the phone or composed an email to prospects. You knew your ideal customer profile, your target market, and your value propositions. You had all the tools you needed to prospect efficiently and effectively. ...
The coronavirus is dominating conversations and news coverage around the world. It’s also affecting companies of all sizes, across all industries. As an example, look at the impact coronavirus has had on the tech industry: Dell, Amazon, Twitter, and Google have all...
What’s the easiest way to get new sales revenue? Get more business from existing customers. Sell them more of the same or something new. They already know you and love you so this should be the obvious path when you need revenue fast. What’s the next easiest way...
We Need More Sales Now! For every entrepreneur, CEO, and sales leader I know, things happen too slowly. Nothing seems to happen fast enough when it comes to sales. So how do we speed sales up? For starters, we can change our mindset and our expectations. Check...