Everyone who has ever played hide and seek as a child knows there is a simple strategy to playing the game: you just need to know where to look to find what you’re looking for. For marketers and business owners looking to generate B2B sales leads, looking through a list of Canadian companies is a great starting place. And the online business dire
Sometimes watching sales people in action is like watching a tennis match; the prospect asks something and we lob back an answer right away. Other times the prospect will make a comment, and we slam back an answer, at times with more top spin than one would ever need. While there are a number of good lessons in sports for sales people, a meeting sh
While I think it is important for experts and pundits to challenge sales people to stretch and evolve, to stay on top and ahead of evolving trends and technology, it is also important to keep it real. Since the advent of technology, especially from the start of the last century on, there has been a debate about the impact of technology on selling
Dear Jenae,
I have approximately 25-30 potential clients that contacted us inquiring for business. I send them our marketing material as they request. And then I don’t hear from them again. I even follow up, and then nothing. Any thoughts or techniques on what I could be doing wrong? I would love to hear from you.
May God Bless you and
If you’re ever in the scenic Green Mountain region of Vermont, tour the Ben & Jerry’s factory for a tasty and entertaining experience. You’ll get a real sense of the company’s history and their decidedly anti-establishment grass-roots slant that remained their guiding light since startup. Stop by the gift shop at the end and you’ll find C
Recently I was listening to Kelly Hrudey, former LA King goalie, and now a Hockey Night In Canada commentator. He was taking calls when a father of a young and budding goalie asked what is the one piece of advice Hrudey would give to the young and perhaps future star. Now you would think that if it came down to one thing, the one thing that would r
An honest self-review of your last 12 months’ sales history will likely include a few reflections on where your efforts did not produce the outcome you had wanted. Even if you’re performing in the upper percentile and faring better than others in your firm – or in your industry as a whole – you’ll still likely admit there were some opport
Where a sales person invests their time is directed by the compensation plan put in place. While many look at sales compensation as a one-dimensional issue, there are actually three core components to consider when developing the plan.
There are few more critical decisions that business leaders make than how they compensate their sales organ
When I ask sales people what their biggest challenge is in getting to speak directly with decision makers they are targeting, and voice mail or gatekeepers are at the top of the list, (while call reluctance should be right there with the other two, they don’t usually volunteer that fact). We have dealt with voice mailin the past, so today we’ll
Hiring sales people from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy.
Life would be grand if we could sprinkle a few seeds in the ground, fertilize, add water…and a great sales person would sprout. This is truly a pipedream, but one often pursued by small business owners and sales manag
