Browse Tag

prospecting

How Targeting Improves Win Rates and Shortens Sales Cycles

This week’s blog comes from guest blogger, Dave Kurlan.  Dave is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales leadership expert.

SQC smallNow that we are nearly 3 weeks into the new year, have you changed anything with regard to goals, strategies or plans?  How about targets?  A few small tweaks to your targets can have a huge impact on revenue! read more

Set the Trap… for Yourself!

SQC smallProblem: Jack had been with the company for only two years, yet he was considered their most technically competent salesperson. He was the “go to guy” when the other salespeople needed someone to talk to about solutions, specifications, and competitive information. He was an expert when it came to product knowledge, yet he had the worst closing rate and was the lowest paid salesperson. read more

Sound Like a Salesperson? Get Ready for Rejection

SQC smallProblem: Jason was new to the company and was trying to develop his territory. He didn’t lack enthusiasm and was making his objective of 100 cold phone calls a day. He felt pretty good about that since he saw others make far less. But still, he was not making nearly enough appointments to keep his pipeline filled and wondered how he was ever going to achieve his income goals if things didn’t change. read more

No Secret Formula

SQC smallProblem: Many salespeople wish there was a secret formula to prospecting successfully for new customers. We often hear salespeople moan, “If only more people would listen and talk to me. We know they would buy our service.”

Analysis: Prospects are bombarded with sales messages and buying opportunities. One recent study estimated that on average each of us is exposed to more than one thousand messages every day. Add to this the complexity and pace of business, prospects have no real way to cope but to screen out much of what they hear and see. Further, prospects buy for their own reasons and at the time that is right for them-not for your reasons or timing. read more

Why Should They Give You an Appointment?

SQC smallProblem:  One of the biggest challenges that salespeople face is getting appointments.  People are constantly bombarded by marketing messages via the media enticing them to purchase.  Prospects receive daily calls from salespeople who want to see them, so it’s no wonder that they treat most requests for meetings with skepticism and suspicion.  This unfortunate fact of life makes the salesperson’s job that much more difficult. read more

Eliminate Mutual Confusion

SQC smallProblem:  Ever go on a sales call where there seemed to be little structure, where both parties seemed to be on different pages, where expectations were not met, and little was accomplished? Even worse, you expected something positive to occur but simply got a luke-warm response such as, “I need to think it over. Call me in a few days.” Opportunities are squandered and the buyer seems to be in control. read more

Let the Deceased Rest in Peace

SQC smallProblem:  I can’t tell you how many times I’ve heard this from our clients, “If I just had more time, I’d be able to sell more.”  In fact, time management and follow-up skills are frequently cited as major challenges sales managers tell us their salespeople face.

Yet we find that salespeople often sabotage themselves when it comes to management of their time.  Salespeople are notorious for trying to keep a “prospect” alive when it’s obvious that the “deal” is dead.  They continue to try to “resurrect the dead.” read more

A Prospecting System that Guarantees Results!

SQC smallProblem: A large majority of salespeople struggle to get in front of enough prospects to keep their pipeline full. As a result, they feel desperate, have a difficult time dealing with rejection, and often avoid asking the tough questions to find out if they really should be spending their time with someone. This leads to a long selling cycle, inefficient time management, and ultimately, failure. read more

Are Some Prospecting Calls Just a Waste of Time?

SQC smallProblem:  Jenny came to sales training class one morning and asked the class to assess what had gone wrong on a sales call that she had made the week before.  She was frustrated that she had spent 45 minutes on one call with no results.  She explained the call in detail and after a short, but very focused Q & A, it was determined that the “suspect” she had spent her time with was not a good prospect after all.  Jenny reluctantly agreed, but said that this happened more than she liked, and lamented that “some prospecting calls are just a waste of time.”  With that admission, she received much sympathy from some class members who agreed with her perspective on prospecting.  Jenny admitted that her prospecting activity had declined in recent months and that she was no longer the leading salesperson in her region. read more

“Sounds Like You’re Busy”

SQC smallProblem:   The following frustration was shared with me by a salesperson the other day.  “I reached out to 57 potential prospects this week and only 8 of them gave me the time I needed to tell them what I do.  The rest of them said they were busy and didn’t have time to talk.  I have been taught that prospects are concerned that salespeople will take up too much of their time so I always ask if they have a few minutes to talk.  What do I have to do to earn a minute of time?” read more