Sales 2.0

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Sales prospecting made easier

by Nigel Edelshain

I don’t understand why it is acceptable for a process like cold calling (now often started via email) to work one in a hundred times–or in email efforts one in a thousand times.

I used to work for a major semiconductor manufacturer. In the chip business “yield” from a silicon wafer is critical to profitability. Teams of people spend their life pushing to get a few more chips out of each silicon wafer.

I picture how a company in the high tech chip business could survive when only 1 in 100 of their chips was usable (or 1 in 1,000). Meanwhile most high tech companies accept this level of productivity in their sales departments. This content is for those who are not willing to accept those success rates.

This post describes a framework that I have found over the last two decades can really change the math on prospecting.

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Filed Under: Prospecting

Taking sales to the next level

by Nigel Edelshain

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level.

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Filed Under: Management

Go through the motions

by Nigel Edelshain

In sales we need to go through the motions.

Our buyers are “frazzled” as Jill Konrath says.

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days).

Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software. Their study looked at 479,140 outbound cadences from nearly 9,000 companies.

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Filed Under: Prospecting

How’s your long game?

by Nigel Edelshain

I consistently see companies unable to get meetings. I consistently see that relationships are the easiest way to get meetings. I consistently see sales people and business owners letting their relationships wither.

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Filed Under: Prospecting

Sales lessons from a virus

by Nigel Edelshain

If you didn’t believe that we humans are connected before COVID-19, you should now.

As you know, the virus has been transmitting itself exponentially through populations around the world. The only thing that has slowed its progress has been implementing some form of social distancing.

Social distancing is all about breaking the social network.

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Filed Under: Prospecting

Do you need an Enterprise Selling Plan (ESP)?

by Nigel Edelshain

Don’t panic. We will return to normalish, at some point.

We will start selling at some reasonable rate again, soonish.

Budgets will be back in place and buyers will need things, in a little whileish.

When all this happens, you may easily forget the lessons of this panic/pandemic.

One of these lessons I believe is that big customers are good.

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Filed Under: Grow accounts

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