4 Social Age Selling Skills

I don’t consider myself old, but I am starting to waver on that belief after reading this Selling Power article.  I started selling back in the days before cell phones and Internet, when the fax machine was viewed as such a timesaver.  Frightening by today’s standards. The article identifies 4 selling skills you need in today’s socially-connected world.  Here are the first 3: Social Listening Social Researching Social Networking Those 3 are critical and hopefully most salespeople are aware of these needed skills.  However, the 4th point is most interesting: 4. Social Engaging This is the newest skill for sellers.  Consequently, it holds the biggest competitive advantage for sellers who… Read More

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A Bad Marketing Day

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.

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An Awful Approach

I receive many email approaches each day which often leads to studying each one’s strategy.  Here is the opening line from one I received today: WANT TO GROW YOUR BUSINESS? Lazy.  Insulting.  Those are the first two words that come to mind when I read that opening.  I suspect the author’s belief is that everyone will agree to the opening question so it will be effective. It isn’t. The opening approach needs to warrant the reader’s attention, but don’t do it in an insulting manner.  The question has a subtle intimation that the person doesn’t know how to do it…but you do.  That is a bad position in which to… Read More

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14 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

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Prospecting Via Email

Salespeopel are always looking for better ways to find new prospects.  You don’t have to look far to find articles giving advice about this subject.  Some common examples:  trying to make phone calls and undoubtedly leaving voice mails are futile, call at different times of the day or develop an email marketing campaign to push traffic to your website.  Eyes on Sales has a very good article that gives tips on how to use email for prospecting.  However, it doesn’t just write off making calls, as some do, but reinforces the fact that a salesperson needs to use both.  Here is a quote from the article by author Craig James: What should we not do… Read More

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Redefining The Sales Funnel

This video from Selling Power discusses a unique look at the traditional sales funnel.  The author in the video states that the sales funnel has to be thrown out and redesigned based on the prospect’s process.  The 4 minute video is an excellent discussion on this topic: If you have trouble with the video, here is the link to watch it on the Selling Power website.

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When Prospecting, Be Real

I received an unsolicited email this morning from a niche job board that is really lame.  The remarkable offer: I spoke with my Manager specifically about your company.  I asked him to help me put together a cost effective trial package that would need to give you a good feel for how effective our service can be. I was able to create a private promotion that my Manager has authorized until the end of February. Since this is a private special, it is not available online. If you want to take advantage of it, you must call me. And of course the offer appears to be a 70% discount.  Please. … Read More

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Dulled By Success

There is an effect we have noticed when recruiting salespeople from larger companies that seems to be consistent across markets.  Some salespeople, maybe many, lose their edge when it comes to prospecting when they land a large customer.  I see this effect happening in larger companies, for some reason, more than smaller companies. I bring this up because I read an employment ad for a large company that we used to work with in a previous life.  This company has an unbelievably strong customer service orientation.  I mean that in a negative way.  Their “hunter” salespeople believe they can service their way to a sale.  This approach is reinforced by… Read More

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Defining The Sale

Salesopedia.com offers an excellent article titled Top Salespeople Win at the Numbers Game.  The article is a bit of a promo for a specific selling system, but the author provides a list of questions that all sales managers should retain. In the last 6 months: 1. What is the average number of prospects that you attempted to call (dials per week?) 2. What percentage of those dials resulted in contact with a decision maker (not voice mail or a gatekeeper)? 3. Out of all the dialing you did in #1, what percentage resulted in talking to the person who could sign a contract, issue a purchase order, or cut a… Read More

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Cold 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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