Qualified lead generation depends on marketing, sales and top management jointly defining a ‘qualified lead’ using lead scoring.
You may think you know what qualified sales leads are, but if you asked your salespeople and corporate executives, would they have the same definition? Probably not.
If qualified lead generation in a business-to-business marketing-for-leads program is to succeed, marketing, sales and corporate management need to share a unified definition of qualified sales leads. If you all agree from the start on what a qualified lead is, the marketing team stands a better chance of generating leads that will be valuable to the salespeople.
It’s important to confirm the qualified-leads definition, in writing, with all parties. This definition is different for each company, so you must do some work to define the meaning of qualified sales leads at your company. [...Continue Reading...]
By Dr. Joey Faucette (SalesGravy.com)
Disappointing results happen…to all of us.
Hero to zero in 1.3 seconds.
Focusing on the positive and filtering out the negative is tougher sometimes than at others. How do you deal with it?
By Butch Bellah
If you or your company makes no mistakes, you can skip this today’s blog. OK, now that we’ve gotten that out of the way, let’s get down to some ways to turn mistakes and errors into positive, profitable opportunities for you and your career in sales.
Let’s face it: errors are part of business. Orders are mishandled, products are damaged or shipped incorrectly and deliveries are late. The larger the business you represent the more it happens and the more one has to learn to satisfy dissatisfied customers. While I believe you should always strive for perfection, the reality is we are all going to have customers who are upset for one reason or another. How you handle those customers will go a long way to determining how successful you will be.
Everyone can keep happy customers. But, what you do with the unhappy ones is the difference between a good salesperson and a superstar. [...Continue Reading...]
The Business Journals: Get Smart
By Matt Neuberger, president of Neuberger & Co. and can be reached at email@example.com
Selling can affect your psyche.
Losing a sale makes us feel bad, closing a sale gets us excited, approaching an unresponsive prospect makes us uncomfortable. But our daily sales interactions can seriously affect how we feel. It takes a conscious effort to address those feelings. Addressing our emotions about selling can be difficult, but taking sales personally can be overcome with five seconds of guts. The five seconds of guts is used to consciously focus on your personal feelings of self-worth and reaffirm that your role as a salesperson cannot influence your personal value.
During a training session, I was discussing the difference between personal identity and role performance with the group. I asked a question that is challenging to answer publicly, especially in a group of peers. The question was, “So we know that on a scale of 1 to 10 we should view ourselves as a 10, but how many people in this room can honestly say in their heart of hearts that they are confident they are a 10 no matter how they perform their job?”
Companies invest thousands of dollars in technology, research and development, and process improvement — all to add to the top and bottom lines. These are all good strategies to win and retain business. But even with these improvements, companies struggle to achieve sales quotas.
Maybe it’s time for companies to install a system to improve their sales team’s likeability quotient. Likeability leads to trust, and trust is the foundation of good relationships. It’s important to remember the common phrase used in the sales profession: “All things being equal, people buy from people they like.”
Think about your own decision-making process. When you’re getting ready to choose between two companies with comparable offerings, which one do you choose? More than likely, you choose the company with likeable people on its team.
A client recently shared a success story during training. He had just landed a new customer, beating out other companies vying for the project. He asked the client what made the client choose his firm. The answer surprised him: “It just felt better around here.” Not the typical answer you might expect, such as, “Your solution was better, I felt your quality was superior.” Nope, likeability won that new client.
So what makes a salesperson likeable? And can you actually teach someone to be more likeable? The answer is “yes.” Make it a goal to study likeable people and duplicate their best practices. Here are three of them.
By Erica Stritch (RAIN Selling Blog)
Wouldn’t it be great if there were a silver bullet that would make you more successful in your sales efforts? One thing you could do to really boost your sales success?
While there is no one thing that will work for you, there are a number of things you can do to help boost your overall success. You can start by following these 10 sales tips.