I had a laugh regarding a web inquiry one of my customers received recently. The inquiry was the first one the company had received “in 8 months.” When the salesperson emailed the contact to set up a call, the contact said he was a victim of identity theft and had not submitted the inquiry. You know, some days just go that way.
Continue ReadingWhat To Do In 2009
Selling Power provides another good article – Expert Advice for 2009 – that makes 4 relevant suggestions for this year. Clearly the economy is foremost on everyone’s mind and is affecting sales in a negative way. As they say, the show must go on. You can read the article for the 4 suggestions from 4 different sales trainers, but I especially noted these two: Shift to opportunity mode. Are you in survival mode or opportunity mode? A survival response to the economy is rooted in the “we just need to stay afloat” mentality. Leaders in this mode react by reducing head count, decreasing employee development, and controlling expenses, resulting in… Read More
Continue ReadingRFI?
Unbelievable. I have been solicited in a disgusting, disturbing manner. Read this (my emphasis): This request for information (RFI) shall not be construed to be a Request For Proposal (RFP) and no agreement/contract will be entered into with/awarded to any vendor based on responses to this RFI, and it shall in no way be considered as authorization by <company> for vendors to undertake any work. Nothing in this RFI shall be construed as a commitment to issue a RFP. Response to this RFI will not create any obligation. Neither <company> nor vendors answering this RFI shall be bound by any aspect of their response to this RFI. RFI? Yes, I live… Read More
Continue Reading14 Cold Calling Suggestions
Eyesonsales.com has a short article that lays out 14 steps in making successful cold calls. With the lengthening of the sales cycle in regards to the economy, it is important to make sure that your salespeople stay on top of their pipelines. This article has 14 points that can be used as a refresher for your experienced salespeople or as a starting point for your new salespeople. Have a dedicated time each day to prospect. Know the reason for calling before you call: customer benefits, not product features. Leave short voice mail messages. Assume your voice mail messages will never be returned. Always call one level higher in an organization… Read More
Continue ReadingCold Calls Or Connections
We have been debating the merits of cold calling recently here at Select Metrix. My take is that it is an archaic approach that appears active but produces little. I don’t recall the other argument since mine was so persuasive (that ought to get Lee going). Here is another take on cold calling from one of the Inc.com blogs: First, no more cold calls! They don’t give enough of a return, and we typically have the wrong people doing them (the new hires). Instead, let’s try Six Degrees of Separation for business. If the world is truly “connected,” — and it is — why make cold calls when we can… Read More
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