9 More Sales Prospecting Methods to Boost Your Brand and Your Sales

sales prosepcting to boost your brand and your sales

In a previous post, we discussed 10 quick sales prospecting ideas to boost your sales.  All those ideas dealt with using social media and online properties to make yourself known to potential prospects who are searching online for what you do.

We know that most of your potential customers do their research online. And by the time they begin calling on salespeople, they’ve already decided on what they want to do. Continue reading

10 Quick Sales Prospecting Ideas to Boost Your Sales

sales prospecting ideas to boost sales

Contrary to popular belief, sales prospecting is not dead, and cold calling is not the boogeyman everyone has made it out to be.

Don’t get me wrong. I think picking up the phone and calling people you don’t know so you can sell them something that they don’t want is a colossal waste of time. And it generates a lot of bad blood to boot. But that doesn’t mean you should simply forego picking up the phone and communicating with people. Continue reading

Sales Training Exercise – Build a Sales Starter that Grabs Attention

use a sales starter and seize your contact's attention
In an earlier post, I cited an example where Jessica had unsuccessfully tried a few times to engage a prospect during her sales opening. Yet when she asked a question that cut to the heart of her contact’s problem, Jessica’s sales starter got her contact’s attention. And it earned her a meeting!

Here’s a tip: the more generic your sales starter, the less engaged your contact will be and the less effective your sales opening will be.

Instead, make your sales opening specific to the contact and to their business or industry. Jessica was successful when she created her opening to address her contact’s challenges down to a personal and career impacting level.To make that happen, Jessica had to do some research on her contact. She had to know something about her contact’s business, and the challenges her contact faced on a regular basis.

Mind you, these aren’t cold contacts. These are people in companies where you think you have a decent shot at driving some business. These are people who have already raised their hand and have in some way indicated that they are in the market for what you are selling. So take a little time to do some discovery work on these people.

Sales Training Exercise – Sales Starter Assignment

Here’s your assignment for the week. During your lunch break today, write down the top five industries that you serve. Then, for each industry, write down five companies that you are looking to break into or are looking to upsell.

Then, when you are back in the office, write down three contacts that are in a position to make a decision for each of the companies you have listed. Now, for each of those three contacts, write down:

  1. Their name
  2. A compliment on one of their accomplishments
  3. A startling statement or statistic about their industry that ties into the solution you provide

The information here is easy enough to find on Linkedin, your CRM, and their social media streams and blog posts. You don’t have to go overboard and discover every detail about their lives. But you do have to show them that you are seriously interested in their business.

Now, you have some options in creating your sales starter before you perform that follow-up call. And your sales starter will be more effective at grabbing your prospect’s attention because it leverages an issue, concern, or idea that already has their attention.

Remember, no one cares how much you know unless they know how much you care. So, do like Jessica. Use a sales starter that shows your prospect immediately that you have their best interest at heart. Your sales opening will seize your prospect’s attention every time.

 

Are you ready to take the quiz?

Want to know if your sales process puts you in the field of play and not on the sidelines?

Take our online sales evaluation here  and quickly assess how your knowledge and skills stack up in the industry.

digital information

Separating the Good Data from the Bad

In the next couple of posts, I’ll be addressing how today’s information age has dramatically impacted the sales process. We all have more data at the tips of our fingers than we know what to do with. This most certainly plays a major role in any decision we make, from medical self-diagnosis to major IT investments for our company. Buyers have more information than they used to, which dramatically changes the dynamic between the consumer and sales professional. The identity, purpose, and involvement of a salesperson in the buying process is different than it’s been traditionally; they are no longer the primary information provider.

The challenge for sales professionals is the information available isn’t always good or accurate. It is estimated that 62-percent of organizations rely on marketing/prospect data that’s 20-40 percent inaccurate and 94-percent of businesses suspect that their customer and prospect data is inaccurate.” Data is the new major challenge for any sales individual.

Case in Point

People tend to believe just about anything they read on the internet, especially when it’s shared on a reputable site. Let me give you an example. My Inside Sales Manager once showed me a former Tyson Group employee’s LinkedIn profile, in which he claimed he won Rookie of the Year at my company. Trouble is, we don’t have a Rookie of the Year award. I sent him a note apologizing for missing the ceremony with a P.S. explaining that he might want to represent himself accurately.

It’s easy to accept what’s said just because someone said it in an opinion blog, an online resume, or a biased product/service/experience review. Inaccuracies, including the faulty information salespeople glean when they rely on the same online sources, ramp up the pressure on salespeople. They mean a salesperson has to be asking the right questions at the right time in live conversation or through thorough research. It’s critical throughout the sales process to take the temperature of prospects.

Buyers Are Requiring More

Not only has the role of sales professionals changed after meeting with a prospect, but the time and effort it takes to get to that meeting has also increased. Identifying an opportunity, pre-approach, and initial communication, are the most time-consuming parts of the sale process these days.

In B2B sales it takes six to eight touches to get someone interested enough to even talk with you and another six to eight touches get time on someone’s calendar. Those touches can come through LinkedIn, Twitter, even snail mail.

Making these critical milestones with potential buyers not only requires a steady, strategic sales process, but it also requires transparency. In a recent Inc. article, they cite a 2016 Label Insight Transparency ROI Study which confirms the need for more transparency from companies and their representatives because of the following reasons: consumers want to know everything about a product; consumers want to know about more than just your product; and if your company isn’t providing the transparent information, consumers will look elsewhere to get it.

Help your prospects make the best-informed decision they can make: be a source of accurate and transparent facts in an environment where they’re inundated with questionable information. Learn how to better integrate this into your sales process with the Tyson Group self-evaluation: https://tysongroup.com/evaluation/

4 Adaptive Selling Tactics for Opening a Sales Call

Opening The Sales Call using Adaptive Selling tactics

The Mistake New Sales Reps Make When Opening a Sales Call

In our training sessions, our clients regularly ask about ways of opening a sales call. These questions typically take the form of, “I make 100 cold calls a day and nobody’s buying anything. What am I doing wrong?” or “I leave a voicemail message whenever I don’t reach someone. How come no one ever returns my calls?”

The answer to questions like these can be almost anything, from the type of phone they use to the time of day. However, here is how I usually respond to these questions to insure our discussion has the right focus: Continue reading

Use These Tips to Increase Your Cold Call Success

spiderweb creating a network for prospecting in a company

When Making Cold Calls, Create a Web of Influence. Call Wide and Call Deep.

Studies have shown that 82% of sales reps feel challenged by the amount of data and the time it takes to research a prospect just to make the initial cold call. To be more blunt, Google and LinkedIn have become the purgatory for inefficient sales reps. Continue reading