Recent Posts

This Common Sales Misperception Is Costing You Money

bizyscott
There is a common misperception that small business owners should not follow up repeatedly with prospective customers. The common reason is that they do not want to be viewed as pushy or aggressive, and if somebody does not respond to an email or phone call they simply aren’t interested. We highlight 6 reasons why a prospective customer might not respond to your first inquiry, and why you should try multiple times.
This Common Sales Misperception Is Costing You Money

7 Social Selling Strategies for Getting a Prospect's Attention

socialtosales
I recently read an article by Trish Betruzzi, inside sales consultant of The Bridge Group, Inc. The title of her blog is “I Hate the Double Tap in Sales“. What she’s referring to is the strategy of calling and leaving a voice message with a prospect, and immediately following up with an email.
7 Social Selling Strategies for Getting a Prospect's Attention

Are You Making These Serious Sales Assumptions?

JillKonrath
When you're selling, you and your prospect may have entirely different perceptions of some very common phrases. This disconnect can cause you to do the wrong thing. For example, here are two common things that prospects may say to you.
Are You Making These Serious Sales Assumptions?

3 Sales Follow-Up Strategies to Replace "Touching Base"

JillKonrath
To keep sales momentum alive, you need to provide value on every interaction -- even a quick follow-up call. That means you need to rethink your entire callback strategy. Here are three approaches that have worked for me.
3 Sales Follow-Up Strategies to Replace "Touching Base"