Archive for the ‘Leadership’ category
August 15, 2010
Everything that has been done until now has been designed to prepare you to begin the cold calling campaign. When you actually start the campaign, you test your assumptions, validate what you thought to be true and make modifications when appropriate. Your first calls should not be to your primary targets. This is because if [...]
Categories: Leadership, Sales, Strategic Plans, Strategy
Tags: ACT!, Business benefits, Business Strategy, calling campaigns, Calls, Cold calling, e-mails, Goldmine, Leadership, Leaving Messages, Management, PowerPoint, product capabilities, prospect, Returned Calls, Sales, sales scripts, Salesforce, Salespeople, Strategy, Target, Target audiences, Target markets, The Art of Customer Service, Value Proposition, Voice Mail
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August 4, 2010
One of the final elements of the cold calling preparation process is to make sure that you have meaningful and stimulating supporting materials for those times when the prospect does not have the time to speak with you and asks you to send “something.” This too is a great opportunity. Since we all learn differently, [...]
Categories: Hiring, Leadership, Sales, Strategic Plans, Strategy, Visioning
Tags: brand, Business benefits, Business Strategy, calling campaigns, Calls, Cold calling, e-mails, Guy Kawasaki, Leadership, Leaving Messages, lovemarks, Management, PowerPoint, product capabilities, prospect, Returned Calls, Sales, sales scripts, Salespeople, Strategy, Target, Target audiences, Target markets, The Art of Customer Service, Value Proposition, Voice Mail
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July 30, 2010
A script works great if you have the opportunity to speak directly to the targeted prospect. More often than not, you will end up in a voice mail. Many people view this as the worst possible scenario. However, this can be a real opportunity because you have approximately an uninterrupted minute to present the reason [...]
Categories: Hiring, Leadership, Sales, Strategic Plans, Strategy
Tags: Business benefits, Business Strategy, calling campaigns, Calls, Cold calling, Leadership, Leaving Messages, Management, product capabilities, prospect, Returned Calls, Sales, sales scripts, Salespeople, Strategy, Target, Target audiences, Target markets, Voice Mail, warm lead
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July 23, 2010
All too often, we limit the equation of success to having a product with specific benefits and a compelling presentation. But if your presentation is conveyed to the wrong audience, it will be met with boredom and disinterest. Some “sales gurus” will advocate that you should present to the highest level you can reach within [...]
Categories: Leadership, Sales, Strategic Plans, Strategy
Tags: Business benefits, Business Strategy, calling campaigns, Cold calling, influence, Leadership, Management, Objections, product capabilities, prospect, Reciprocity, Robert Cialdini, Sales, sales scripts, Salespeople, Strategy, Target, Target audiences, Target markets, The Psychology of Persuasion, Vista, warm lead
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July 18, 2010
Having prepared your script does not mean that your presentation is in any way refined nor that you are ready to begin the cold calling campaign. There is a reasonable (some would say, likely) chance that the script that you have prepared is somewhat off target. To get closer to the mark, you will need [...]
Categories: Leadership, Sales, Strategic Plans, Strategy
Tags: Business benefits, Business Strategy, calling campaigns, Cold calling, Leadership, Management, Objections, product capabilities, prospect, Sales, sales scripts, Salespeople, Strategy, Target markets, training, Vista
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July 14, 2010
When it comes to cold calling, there is tremendous value in organizing one’s thoughts in advance. Doing so in writing has significant advantages including (1) being better prepared as to what you wish to convey, (2) thinking you are better prepared which translates into being able to speak with greater confidence, (3) establishing a baseline [...]
Categories: Leadership, Sales, Strategic Plans, Strategy, Visioning
Tags: Business benefits, Business Strategy, calling campaigns, Cold calling, Competition, Competitors, Decision Making, Facebook, Leadership, Management, Objections, product capabilities, Product information, prospect, Reason for Action, Sales, sales scripts, Salespeople, Strategy, Target markets, training, value, Vista
Comments: 2 Comments
July 12, 2010
All salespeople have a natural tendency to become very related to the products that we sell. This occurs because nearly all of our conversations within our company and to our prospects revolve around the product features. We truly become immersed in what we offer the marketplace – and with all of these conversations circulating, we [...]
Categories: Leadership, Sales, Strategic Plans, Strategy
Tags: Business benefits, Business Strategy, calling campaigns, Cold calling, Competition, Competitors, Decision Making, Facebook, Leadership, Management, product capabilities, prospect, Sales, sales scripts, Salespeople, Strategy, Target markets, training, value
Comments: 2 Comments
