Sales 2.0

Articles on sales prospecting

Buyers are people

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People are people, so why should it be, you and I should get along so awfully–Depeche Mode

During a conversation with a friend who is the CEO of a small professional services firm the question came up “how well do you know this person?” and “do you know them like a real person?”

Looking at these questions on the page, they seem a bit odd. But I’ve found in practice they are not. When we are selling, we tend to project some odd traits onto buyers. We forget that buyers are just normal people.

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Mixed Messages

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It’s darn tough to get through to anyone these days. People have become really good at ignoring what we want to tell them.

I hear this all the time from all kinds of businesspeople and salespeople. Emails don’t work. Calls don’t work. Social media doesn’t work. Nothing works!

But I had an experience this week that reminded me that communication does work when it’s something people want, it’s a little different, and it’s from someone they know.

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Finding leads: Look in your CRM

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I am working on a new sales project and I am sharing what is happening, hoping that it may help you in your selling.

I’ve gotten to the point in this project where I need to start building a list of prospects. I need some quick wins in this project, so I’m looking for ways to leverage companies my client has spoken to before. To find these types of companies I’ve been fishing around in my client’s CRM.

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Remembering the past

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Those who do not remember the past are condemned to repeat it. George Santayana, American philosopher (1863-1952)

I’m working on a new sales project, and I need some quick wins.

One instinct in this situation is to jump in and start prospecting without wasting any time. But I like to figure out which direction I need to point before I go running off.

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Four reminders

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I am continuing to report on findings from my new sales project. The project has already thrown up a few reminders I see time-and-time-again in the sales world.

To remind you of the story so far. I am taking over a sales territory from a salesperson that has recently left the client’s company. I am looking for some quick wins in this situation as this will help keep the project going. I have been looking through the “old dusty files” to see if the previous salesperson left any qualified opportunities that could be quickly closed.

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Finding Quick Wins in a Haystack

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I’ve started a new sales project, and I need some quick wins to show my clients that they made the right decision.

If you’ve ever started a new sales job, or been given a new territory, you will recognize this scenario. I’m going to be writing about how I tackle this situation, applying my sales strategies, and letting you know how they work out (or don’t).

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