How To Sell More, using Social Selling & Sales 2.0
This post is a bit of a continuation from last week’s post. In that post I did some math.
The math was about the conversion rates of cold calling based on data I have collected over the last few years from others and my own sales team.
This post is going to be about math too but this time I want to focus on prospecting using a social selling approach or what I call “social calling”.
Today’s post is going to include a few numbers.
I’ve actually gone a step further than I’ve gone before in this post and boiled everything down to time, which is the “ultimate currency” for us humans.
I collect data on cold calling whenever I see it, as I am fascinated by trying to figure out if there are better ways to prospect. I’ve got three sets of data for you here. One from a university, one from a smart sales expert and one from my team. Read More…
Many sales people’s “elevator pitches” are so bad that prospects at a conference with them would start using the stairs.
It can happen in an elevator or at a networking event or at the weekend barbecue. Most often these days it happens when you write a prospecting email.
You need to say what you do. Read More…
For those that have parachuted into this blog from Google, this is part of a series of posts about how to save your sales job. This first batch of ten posts is about preparing to go to market when you get that new sales gig or greenfield opportunity.
One of the things it’s well worth knowing (and the one your boss will likely get fixated on) is the products your company sells. Read More…
When you send a prospect an email or leave them a voicemail what do many of them do?
They Google you (as well as your company.)
As you know, buyers are seriously concerned about burning their time these days. If you happen to pique someone’s interest with your brilliant email or voicemail they are likely to vet you before they call you back and invest their precious time. Read More…
This is a series of posts aimed at helping you survive in a new sales territory.
Maybe you get a new sales job or took over a new “greenfield” opportunity in your existing position. Either way you’ve got a big challenge ahead.
In my last post, I talked about using all your relationships: your mum, cousins, accountant, friends etc. to get you introductions to target account in your new territory. This post is about another way to get into those accounts…your company’s CRM. Read More…