SalesHQ

Despite your desperate hopes and prayers, business isn't just going to wander into your business. You need to get out there and hustle, and we've got the tips to help you do it. The Basics 1. Create quality marketing tools. This doesn't mean you need to allot 75 percent of your budget to printing costs, presentation slides and a Web site. ...

When is the best time to reach new prospects? When they are sitting at their desk, blank cheque in hand waiting for your call of course! All kidding aside, industry trends change and sometimes its difficult to know how and when to keep up. A recent study conducted by MIT and Inside Sales uncovers some of the surprising stats about when ...

Like Angela Lansbury in “Murder, She Wrote,” I run into cases of murder everywhere I go. Unlike Lansbury who faced cunning villains who intentionally murdered, the cases I come across are unintentional, but with the same deadly results. Lansbury’s villains used guns, knives, and other assorted weapons; the killers I come across use words. She dealt with homicide; I deal with ...

I have seen many articles, blogs, and books professing to help sales people never cold call again. I like the idea myself. In fact, I wish people would give me business without ever writing a proposal or having another meeting again. Unfortunately as the old cliché goes: “Sales is a contact sport.” Networking, publicity, great websites etc. are all great tools ...

Early in my sales training career, I used to do about an hour on how to work with gatekeepers. Today, you no longer talk to live gatekeepers. Instead, you go straight into the prospect's voicemail system. Polite, patient executives who would never think of hanging up on you feel nothing when they delete your voicemail after one sentence. The typical businessperson ...

You’ve put in hours researching this account’s unique challenges, crafted a solution that perfectly addresses those needs, honed your approach and delivered a top-notch presentation. Now, finally, the decision is in — and you lost the sale. Before you tear out your hair, rend your garments and hurl your laptop out the window, remember that all is not necessarily lost. Professional ...

I’m tired of reading and hearing about how to get past the gatekeeper. Emails, articles, news flashes, blasts, webinars, podcasts—they make my blood boil. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. A waste of your time. And, really, who has time to waste? The gatekeepers—receptionists, administrative assistants, and executive admins—field calls for the decision-maker. ...

Prospecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity. Oh, there are those that attest to their tenacity in turning rejection into a sale. Unfortunately those instances are rare - ½% - 1%. Prospecting rejection ...

A conference is a huge opportunity to build relationships with extraordinary people -- people who might have a significant impact on your professional or personal success. To make sure you maximize the return on your (or your organization's) investment of time and money to attend, you can't afford to be a conference commoner. You have to be a conference commando. Here ...

It's a common misconception that prospecting for new customers means contacting as many people as possible. The reality is that more calls do not necessarily generate more sales. Sales reps rarely get lists of potential customers that have been boiled down to real prospects. Tom Roth, coauthor of the classic management book, Creating the High Performance Team, explains in Selling Power ...

Nineteenth-century Danish physicist Hans Christian Oersted gave the world a legacy of discoveries, including one that all of us in sales today can appreciate. Hear me out here, I promise this will be worth it! Oersted discovered electromagnetism, which we can all credit as the basis for many of the comforts of modern life. However, there’s another angle to Oersted’s story ...

It seems that most of the hype surrounding Sales 2.0 has been generated first by software vendors/social media evangelists and now by salespeople – but what do customers make of it all? Has anyone stopped to tell them what’s in it for them? Of course all of these tools (not necessarily new tools by the way) will help us find new ...

Marty was well into his conversation with a prospect that he cold called minutes ago. The conversation was going great and the prospect was responsive up until the point where Marty was going to conduct his needs analysis to determine if there's a fit. The prospect then asked the fatal question, "Marty, I'm in a bit of a rush now. Can ...

Never approach a customer unprepared. According to a survey by Purchasing magazine, lack of preparation is the number one dislike buyers have about sellers, with a lack of interest or purpose following close behind. "Hello, your account has just been assigned to me," is blatant behavioral evidence that the salesperson is going through the motions. A better opening would be, "In ...

The best contacts and resources to to make your business more efficient. allbusinessprospects.com is intended to be the leading provider of online marketing services for all companies from United States. It is the place for buyers, service providers and sellers to find opportunities and promote their businesses online. allbusinessprospects.com is not a trading company but rather an online business platform, where ...

  Imagine what it would be like if doctors acted like many salespeople. You might walk into a doctor’s office one day and be greeted with a scenario like this.   “Boy, are you in luck today!” he’d greet you.   “I don’t feel so lucky…my head hurts like crazy!” you respond.   “Know why you’re lucky?” he asks, ignoring your ...

 The cold call has always been a staple of the sales professional but many are claiming that cold calling is dead, or dying. Before one can accept or reject this claim you have to first understand what the cold call is.  Oxford English Dictionary provides the following definition: cold-call verb [ trans. ] make an unsolicited call on (someone), by telephone or ...

To permanently eliminate any confusion, lets draw a distinction between what it means to pre-qualify and pre-judge someone such as a prospect. If you read my cold calling book, you know that I’m a strong advocate of pre-qualifying anyone before you invest your very limited and precious time in meeting with or speaking with them. Conversely, pre-judging someone is something ...

A question I get asked frequently by clients goes something like this: "My company's website doesn't generate many online sales or sales leads. What can we do to get our website to produce more sales and leads?" As soon as I hear this question, I have a pretty good idea what I will see when I visit the client's website. ...

Do you have trouble convincing prospects to make the time to speak with you? Is your sales opportunity pipeline full of stalled opportunities? Do you find it difficult to close sales? Each of these challenges can result from a single flaw in the sales process -- failure to engage your prospects' emotions. Why is engaging your prospects' emotions so critical ...