Did Your Prospect Disappear Down A Black Hole?
Sales Scenario: You reach out to a prospect, engage and they ask for a proposal. You follow back up with them and they disappear. Multiple emails and voicemails go unreturned. How can we minimize this?
Entries by
Scary, Yet Interesting Sales Statistic
I just finished Tina Forsyth’s book, “The Entrepreneur’s Trap” lat night on my Barnes and Noble “Nook”. Short and quick read but good valuable information inside the book about how to put processes and systems in place so that the company doesn’t depend on the owner to keep going. The less the company relies on […]
Another Reminder To Keep Your Sales Pipeline Full!
Happy June to you! I have a technology client that does $20M in revenue. A press release went out recently that a $3B company expressed a non-binding intent to acquire my client. Happens all the time. Connect 5000 will probably lose this client once the merger becomes official.
Priceless: Seeing Your Clients In Person!
On Sunday, I flew from Kansas City to Los Angeles International airport and saw a client of mine in person. We’ve partnered together since January of 2013. Sunday night, the CEO of the company and his wife picked me up and we grabbed dinner on the Pier in Redondo Beach. We had a nice, relaxing, […]
Sales tip of the day – Discounting
Our neighbors across the street got their driveway redone back in 2011. A few years later it still looks great. We asked them for the company’s contact info and they gave it to us. We called the concrete company and they gave us a bid. It was right in line with what we were expecting […]
Happy Memorial Day Weekend Everyone!
Hello everyone! It’s Memorial Day Weekend pretty soon and I’m sure a lot of you have already checked out mentally and physically for the upcoming 3 day weekend. I’ll be going on vacation to Hawaii from Sunday to Sunday. I’ve either co-owned or owned my own firm since August 2006 and this will be probably […]
2 Good Sales Questions To Ask For Inbound Leads
I’m currently consulting with a software company near Los Angeles, CA and acting as their Sales Vice President. They get an abundance of inbound leads and don’t have to cold call or prospect which is a good thing. A very busy prospect: 1. Had problem 2. Stopped what they were doing 3. Visited this company’s […]
3 Sales Prospecting Tips from the book “Soar Selling”
I’m currently reading “Soar Selling” by authors Marhnelle and David Hibbard. I tend to read a lot of sales, business, and entrepreneurship books on my Barnes and Noble Nook since I’m an avid reader. I pulled 3 examples from the book that you can use while sales prospecting over the telephone or face to face. […]
Sales Prospecting vs. Inbound Leads
Happy May to you! I know I’m stating the obvious here but I’d rather have a warm, inbound lead over having to make a cold call or prospecting call. I’m currently consulting with a software company in California on their lead generation strategy. They asked me to be a “secret shopper” and fill out an […]
Connect 5000 Sales Prospecting Tip of the Day
Kansas City has been pounded by 2 heavy snowstorms the past few weeks. They’ve estimated that KC has gotten 20 to 25 inches of snow. I started reading Aaron Ross’ book, “Predictable Revenue” last night. It’s an interesting read and I don’t agree with his opinion that cold calling is ineffective and doesn’t work. If […]