Giving up on your prospecting pipeline & losing sales

Failing to Consistently Communicate With Your Prospects is The Most Costly Marketing Mistake Most traditional marketing methods are not very effective. Let’s take traditional telemarketing as an example. You call your prospect list. You are lucky if you reach even 15% of the decision makers and you book an appointment with a small percentage of that group. And there you are on one side of that gaping marketing chasm with your little group of prospects. On the other side of…

Gaining your prospect’s trust: Tip #1 Consistency

From the Desk of Joe Prospect How do you get your prospects to trust you?This really is the million dollar question.  When it comes right down to it, selling is all about getting your prospects to trust you.So what makes me trust you more than the next guy who is selling your product or service?Let’s assume that I have not met you personally and you have to get me to trust you enough to want to talk to you. The…

4 Reasons Your Sales are Stalled

1. You are not updating and growing your prospect list Your database of prospects represents the present and future value of your business.  If you are not consistently updating your prospect database you are losing sales.  Every wrong contact name, bad email address and company that you do not know is out of business, is costing you sales.   You are wasting time marketing to the wrong companies and the wrong people.  And if you are not consistently adding new prospects to…

3 Reasons Why Lead Nurturing is so Important to B2B Prospecting

If you are not familiar with “Lead Nurturing” it is the business process of setting up a system to maintain contact with potential customers with information offers to educate prospects about your product or service. This is a very basic definition. In a sense, Lead Nurturing is not new. If you were a sales rep in decades past, you may  have had a sales manager that insisted that you setup a “tickler file” and stay in contact with your sales…

What b2b CEOs Should Know about Appointment Setting & Sales 2.0

A friend of mine has recently taken a job as the CEO of b2b company selling a talent management solution, he is leaving the insurance industry to take on this new role. When he told me this I told him that he needed to be aware that the b2b sales and marketing landscape is in a period of big change and perhaps we should meet so I could give him an orientation on what is going on. This is a…