Becoming a though leader for your industry, market and prospects is the fastest way to get more sales. Becoming a sought after expert gets the phone ringing from people that want to buy from you. No other strategy will get you more sales ready leads than establishing your expertise in the minds of your targeted ...
Category Archives: B2B Lead Generation
Sales Lead Generation – Right People – Right Message
Sales is not about tricking people. If your product does not have value to those you’re attempting to sell to no lead generation strategy is going to be very effective for you. I can teach you how to deliver the right message to the right people very effectively but if the underlying value is poor ...
The 6 Crucial Components of Lead Generation
Selling in the New Economy of hyper-competition and low demand require effective and robust sales lead generation strategies. Through years of consulting and observation we’ve learned that the six components of effective Sales Lead Generation are: Value – The Cost of Admission The Right People with the Right Message Using the ‘Big Fish/Small Pond’ Principle Varied, Consistent and Continual ...
The 4 Principles Sales Lead Generation for Sales People
Sales prospecting is much more than cold calling. An effective sales lead generation process is built around four principle: Value, Relationships, Actvities and Technology. The 4 Principles of Sales Lead Generation What you sell must have Value for your customers. It must be something they want. Not everyone wants a particular solution or product. You have to be ...
Getting in the Door
In consulting and working with hundreds of sales reps and their companies, we’ve found the number one problem shared by all is getting in to see customers. In almost every meeting and conversation I have with salespeople they tell me "I know I could sell more if I could just get in-front of people. That ...
Sales Lead Generation for Sales People – An Overview
Let’s be honest – the entire business world has changed except for sales . Pick up any book on selling and you’ll see the same advice and tactics taught at the turn of the century – the 19th Century. Companies like National Cash Register, IBM, and Hartford Insurance implemented selling ...
Sales Prospecting Methods
You can't sell without having someone to sell to. In a down economy this is especially true. Demand is down, I get it. However Apple just sold $100 MILLION in iPads. So someone is always buying. You just have to find them using effective and intelligent sales prospecting methods. Sales Lead Generation and Sales ...
Websites are Still About Relationships
Every business owner asks me "how do I can get new business" and the answer is always the same "become more effective with sales prospecting and B2B lead generation (Business to business). If you're a successful business owner, you already know that the success of your business depends on the relationships built with customers. This ...