The Sales Volume Game Is Dead, Long Live Targeted Prospecting
“Tell me how you measure me, and I will tell you how I behave.” As a result of how most reps are measured -- activity-based metrics and quota -- most reps put a tremendous amount of effort into high-volume outreach. Instead of slowing down and identifying good fit prospects who would actually be interested in their product or service, reps simply grab that extra cup of coffee and send out another 100 emails in hopes of getting through to someone (anyone). But consider that a
5 Steps to Executing the Perfect Sales Prospecting Campaign
Forget about all the articles with the best subject lines. Ignore the posts about the perfect time to send an email. And don’t get caught chasing the next new sales tool. Those lists are useful for only a short period of time before everyone catches on and starts using them, at which point their effectiveness drops like a lead weight. What’s more important than any specific tactic is the overarching process and strategy. I want to cover how you can set up and start executing
How to Sharpen Your Value Statement and Improve Sales Results
Today's guest post is by David Hibbard, coauthor of SOAR Selling: How to Get Through to Almost Anyone (The Proven Method for Reaching Decision Makers) and founder of Dialexis. Hear Dave speak on November 16 at the Sales 2.0 Leadership Conference in Philadelphia. For more information or questions about the event, email larissa@salesdottwoinc.com. The other day I was on a call with a new prospect. I delivered my value proposition with clarity and professionalism. I asked questi
