You’ve done your homework. You’ve found the right buyers – prospects with needs you can fulfill and can afford your solution. You’ve nurtured them, contacted them, met with them, scored them, pitched them, networked with them, sent them gifts. But only a small fraction buy.
Where do they go?
Industry lore believes that 80% of your prospects will purchase [...]

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole…

Depending on the selling approach you’re using, you are closing between .6% – 7% , regardless of size of solution or industry.
These numbers are far lower than they need to be: so long as your primary focus is on making a sale and you focus on needs assessment and solution choice (factors which are the buyer’s final considerations), and ignore the [...]

If you attempt to get meetings just to ‘get in front of’ a prospect (assuming that your solution will rule the day); if you present to whichever prospects will agree to see you; if you pitch when the buyer doesn’t have all of their ducks in a row, you’re not only wasting your breath, but potentially [...]

Sales folks like having control. You ‘understand the need’, ‘manage the relationship‘, ’follow the digital footprint’, send the ‘right’ data at the ‘right’ time.
But what, exactly, can you be in control of? You are in control of the details about your solution, and how it’s used in a particular setting, and the data you seek from prospects. You certainly have [...]

Are your contact sheets giving you the sort of data that helps you discover – and close – the right leads? Are you depending on the data from your contact sheet/lead scoring to find your prospects?
I recently asked 15 colleagues to define what a good contact sheet should reveal. I got 15 different answers. So [...]