Reduce your sales “Drag Coefficient”
There is a pretty good webinar coming up that you should attend, and not because I am doing it. You should attend because of the people that I am going to be with presenting. These guys are rock stars and I plan on having a ball. The details are:
Date: Tuesday, March. 16th
Time: 1:00-1:45 EST. 10:00-10:45 PST
The world almost ended in 2009…but the strong survived! As 2010 kicks into high gear, 85% of the companies are raising quotas and budgets are starting to come back, Inside Sales is taking on a greater significance and facing great challenges – a much smarter approach to sales is required to win as we come out of the worst down turn in decades.
In this fast paced webinar you’ll learn how to use Sales 2.0 tools to:
· Prospect more efficiently & effectively
· Have a “killer” opening
· Know your “sweet spot”
- Focusing on leads you can “win”https://www2.gotomeeting.com/register/742475882
This is Hosted by AA-ISP and Sponsored by Inside View
I hope to see / hear you next week on this webinar. I really think you will enjoy it. I am pretty sure I will.
Inside Sales Best Practices
Last week I spoke at the AA-ISP (American Association of Inside Sales Professionals) along with Michael Damphousse, CEO of Green Leads, (@damphoux) and our Host Trish Bertuzzi of The Bridge Group (@bridgegroupinc). I talked about the best practices in training and coaching your team, while Michael talked about outbound dialing.
What I really enjoyed was that I learned some really good stuff from Michael that I am going to use and steal. But first, what are the best practices in outbound dialing? You can get the entire slide deck here, but I learned 2 significant things:
- Dial at between 8 – 10 in the morning local time, or 4 – 6 in the afternoon (people are at their desks)… Lunch works too
- Dial at the top of the hour, 10 minutes of until 5 minutes after the hour. The prospect is just out of a meeting, and hasn’t headed to the next one.
There were a number of significant best practices (more…)
2010 resolution – Up sell and Cross sell
Want to sell more to your customers? Re-Prospect
More and more I hear sales leaders talk about up sell and cross sell with their team. The situation as we all know is that it costs 80% less and takes 50% less time to sell more to people who are buying from you, than to acquire new customers. The problem is that few sales people really know how to accomplish this task. The method that I have found to work is simply to re-prospect.
What the hell is re-prospecting you ask? It is simple, but not easy. Simply approach your customers as if you know nothing about them and have honest conversations about them and their business. (more…)
Great tips you can use
Welcome to Happy Friday! It is a rainy and raw Autumn day in New Hampshire… But we love this time of year. I have broken out the sweaters, and the leaves are spectacular! Here are some ideas for your long weekend.
You are probably sitting there trying to look busy before the Holiday weekend. Well, guess what… Your competitor may not be. And that executive that you have been trying to reach is probably working hard trying to finish stuff so he can actually take Monday off. This might be a good time to catch him at his desk and have a quick conversation about how you can help him solve some of those issues that may keep him from playing with the kids this weekend. But…
Since it is Friday, I wanted to share a few blog postings from others that I found useful and I thought you would too.
Matt Bertuzzi at the Bridge Group writes about leaving effective voice mails. I like this one since it is exactly my method and I 100% agree with him.
Dharmesh Shah of HubSpot had a great post at the HubSpot Blog about searching Google effectively.
Brian Halligan another HubSpot guy had a great post at On StartUps Blog about the impact that the Internet and new technologies are having on Selling. Who moved my customer?
Have a great weekend and Good Selling!
