5 Ways to Nurture Your “Not Now” Prospects by Jae-ann Rock
You’ve worked hard to turn a number of leads into a pipeline of qualified prospects…BUT, not every prospect is ready to buy when you contact them. So – how do you stay in front of prospects when they’ve said, “not now”? Prospects need time to develop trust in you, your company, and your services before they will consider buying from you. As a matter of fact, data has shown it takes an average of seven impressions before a prospect will remember your company. But, it’s not just the number of touches that matters…it is also the quality of those touches. What does this mean for those in...
Read MoreHow to Build a Comprehensive Prospect Profile (Part 2 of 2) by Pat Ryan
What is the best way to build a comprehensive profile of your prospect? In our last blog post, we covered SPIN selling techniques, a framework used to gather valuable information from your prospects to assist in the sales process. This week, in part two of this topic, we’ll dig deeper by sharing Question Guidelines designed to help you build a more comprehensive prospect profile to improve sales results. Ask your prospects the following questions to help them open up, allowing you to more quickly understand their situation and identify areas of potential need: Question Guidelines When...
Read MoreDecision Making Tips: 4 Steps to Success by Jae-ann Rock
Did you know that your ability to make decisions may determine your success in life? The NUMBER ONE reason for not accomplishing success in life is indecision and procrastination. But, how do successful leaders avoid common decision traps of “analysis paralysis,” or fear of making the WRONG decision which can result in NO decision at all? Personal success author and guru, Napoleon Hill, had a lot to say about decision-making and considered it one of the primary keys to success. Through his research of the most successful people of his day, Hill determined decision-making is a critical...
Read MoreUsing Social Media to Locate Decision Makers (Part 2 of 2) by Aleshia Humphries & Pat Ryan
In our last article, we explored the pitfalls of using social media to locate decision makers – the people YOU want to sell to. Using B2B social networking sites to locate decision makers is time-consuming and too limited in scope to get the real results you need. But, there is a better way! We left you with the following questions in our last post: What do “best-practice” salespeople do? What do optimally-effective salespeople do? So… what DO great salespeople do? What are some of their best practices we can follow to determine if and how to use social networking as a lead generation...
Read MoreUsing Social Networking to Find Decision Makers (Part 1 of 2) by Aleshia Humphries & Pat Ryan
We know that selling and marketing to Corporate Training and HR is no easy job, and keeping your sales pipeline flowing is essential. In an ongoing effort to locate potential sales opportunities, salespeople can get creative, engaging in social networking in hopes of finding leads and generating sales. What could be better than connecting to hundreds, if not thousands, of business professionals for FREE? Management should be happy with these efforts, right? Well — it depends… Many salespeople are looking to various B2B networking websites to find business contacts, interact with customers,...
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