Do you carry a business card? It was once drummed into reps that a card was the best way to introduce yourself, offer your contact details, or to leave as a reminder. Today there’s a better tool, and it offers some amazing benefits. LinkedIn is a platform specifically designed for career and business professionals to connect. And it’s a goldmine for salespeople.
This episode covers the first critical step in the Consultative Selling process – Prospecting. It discusses the two types of lead generation – in-bound and out-bound – and points out that if you attempt to survive on only in-bound inquiries, you won’t achieve your KPI’s. We then take an aerial view and look at the big picture of planning a productive territory plan.
Funnels often don’t work. Some leak or have design faults, while others have no purpose… Like the fourth funnel on the R.M.S Titanic.
Lately I’ve been focused on funnels. Sales funnels, to be exact. And you know what? Most of them leak.
There’s many ways to make your stand at a trade show memorable (for your customers) and effective (for your sales).