If you're looking to sell higher up, build strong relationships with senior decision makers, and close more deals faster—this call is essential. As a former financial services executive and CxO, Ago Cluytens has powerful insight into what it really takes to sell to the C-suite.
Things have become more competitive for sales professionals. More people are vying for sales positions. Plus, selling itself has become more challenging with competing companies targeting the same customers. The best way to become indispensable in either situation is to be recognized as an expert in your field, says Dorie Clark, author of Stand Out.
To avoid the "these leads are junk" issue, sales and marketing must be in alignment. Make sure they agree on what constitutes a good lead and who your ideal client is. Then make sure the pieces are in place to attract, qualify, and nurture those leads.
When it comes to generating referrals, you need a system. It doesn't have to be rigid system, but it must be a process that allows you to influence the referrals you receive. Using Vickie K. Sullivan's three-step system, you can guide your referral sources and ensure you received qualified leads.
If you can determine how much of anything is just enough to bring in the level of business you want, you can create a functional sales plan that allows you to sleep at night. The trick is finding that just-enough point. In this article, C.J. Hayden offers advice to help you find that sweet spot.
When using social media as a sales tool, keep in mind the one thing that drives social media: relationships. Social selling is about making connections and developing relationships with those people. Your goal should be to create a mutually beneficial relationship.
LinkedIn is the most powerful social media tool for sales professionals. Most decision makers are members, and you have ungated access to them. The key is to be proactive in your use of it, says Melonie Dodaro, author of The LinkedIn Code. You can't simply create a profile, collect connections, and wait for buyers to come to you.
LinkedIn is the sales professional's best friend. With it, you can create, nurture, and deepen business relationships—which leads to sales and endless referrals. The key is to develop Know-Like-Trust relationships with people. In this article, Kevin Knebl explains three things you can do to make the best use of LinkedIn to improve your social selling.
By switching from a solely outbound focus on sales to a broader one based on sharing expertise, you can educate, attract, and create a client base of loyal fans. Buyers come to you instead of you hunting them down.
Publishing content is essential to growing business. The challenge is consistently producing quality content that buyers want, as well as finding time to create the content. These three tips from Michael W. McLaughlin help you handle both.
A key part of retaining customers is to make sure they stay on your email list. In a company's enthusiasm to promote its products and services, however, they might be doing things to alienate customers. To make sure your customers don't unsubscribe from your list, follow these eight strategies.
Firms new to federal contracting are often at a significant disadvantage when competing against established firms. There's one factor, however, that can provide important insight and give them a leg up: employee satisfaction with in the government agency.
Sales letters aren't the magic bullets people think they are. You will have more success if you network, build referrals, and become known as an expert. Activities like those build your credibility and help you establish connections.
For firms that want state and local government work, it can be more challenging breaking into that sector than it is to secure a contract with the federal government.
When you know how to use LinkedIn, it becomes a powerful sales and lead generation tool. Listen as Kevin Knebl explains how to use the social media network to prospect for new customers, as well as attract buyers to you.
Making sure sales teams receive qualified leads can be a challenge. The problem can be alleviated if marketing teams take these three steps in their online marketing campaigns: focus on measurable objectives, focus on the customer, and monetize engagement with prospects. Listen as Scott Armstrong discusses each of those, as well as explains what to include in an online marketing program.
Text messaging, formally known as SMS (short message service), is the preferred method of communication among the younger generation. But it is not limited to that demographic. My 75-year-old mother-in-law communicates daily with her grandchildren by text. Even my technology Neanderthal husband has learned how to text. It is an easy, succinct, 160-character way to communicate with others.
It is normal to worry. Everyone does. The trick to staying happy, balanced, positive, and upbeat is learning to control your head and manage what you worry about. In this members only Q&A Coaching Call, RAIN Group President John Doerr discusses a powerful way to control your attitude and use it as a framework to better understand your prospects.
Some people seem to be natural-born sellers. They can walk into a room, strike up a conversation with anyone, and sell them anything.
Then there are those who never thought they'd be involved in sales, who struggle with marketing their services and having conversations with prospects. Often they lack confidence, are wary of talking about how they help clients, and back down when buyers push back on price. If they had their druthers, they'd simply do their work and people would find them and hire them. Unfortunately, it isn't that simple.
What's a value proposition—and why is it important? It's a clear statement of the tangible business value that companies get from using your product or service. It's the outcome of using your offering—not what your offering is.