A lot of people over the last few weeks have been talking about “the best ways” to locate new customers and clients. A lot of people think that the strategies required have changed and that many of the old strategies don’t work anymore. Out with the old, in with the new? Not really. I agree that there are many "new ways" of reaching prospects and customers... I have a LinkedIn account and a LinkedIn group (Sales Psychology & Performance if you want to have a look). I have a Youtube channel, I Twitter, I have a sales training … [Read more...]
Does Cold Calling Work, 2?
June 22, 2011 By 7 Comments
I hope that you’re having a good week, speaking to lots of new clients and winning lots of new business. I want to start this blog post by asking you a question, “What do you think about cold calling?” Now by asking that, what I don’t mean is do you like being rung at home when you’re eating your dinner (tea for us Northerners) and someone trying to sell you timeshares? No, what I mean is, “Do you think cold calling works?” Now I know that this is a very divisive question. It’s divisive for a whole variety of reasons. It’s … [Read more...]
Talking Sales Success Summit
March 21, 2011 By Leave a Comment
Have you checked out the Talking Sales Success Summit yet? Over two days I will be interviewing 10 experts on what separates sales superstars from sales dreamers and sales rockstars from sales losers. During 10 hours of pure sales training gold I will be seeking to discover secret sales strategies, little known selling tactics and proven techniques that you can use right away to make more sales. And you’ll be pleased to know that I have hand-picked these experts not because of the books they’ve written (although many of them have) nor … [Read more...]
Cold Calling For New Business
March 7, 2011 By Leave a Comment
Anyone who knows me knows what I think about cold calling as part of a balanced diet of lead generation strategies... it's not for everybody, nor is it for every business, few people know how to do it properly BUT done well, with the right mindset, skills and strategies and when focused on being client centric it can form a powerful and effective way of bringing in new business. I have more than enough stats and examples to prove this and I also believe that the more divorced mediocre sales wanabes become from how to do it properly, the more … [Read more...]
Content Marketing, Lead Generation & Spam
February 24, 2011 By 3 Comments
Since I opened up my Sales Psychology & Performance group on LinkedIn as an "open" group I have been inundated with "spam". Much of this has been from some pretty reputable sources and from people who ought to know better. Infact, this has happened so much that I decided that clearly many so called "experts" do not know any better so I posted my thoughts to my group. I think that these notes are pretty interesting for anyone looking to use content marketing to demonstrate their expertise as part of an online lead generation strategy and … [Read more...]
How Do You Keep In Touch With Your Clients And Prospects?
January 24, 2011 By 1 Comment
As a sales motivational speaker and author I get to meet a lot of salespeople from a lot of different industries. Some are successful. Some are not. Many are slightly so. I have talked a lot on this blog and elsewhere about what the attributes of sales superstars are and why they stand out from their competition. One of the core habits that all sales superstars have is that they have an efficient and proven method of keeping in touch with and staying updated about their clients and prospects. In today's competitive and fast-moving world this … [Read more...]
Bert Found Targeting New Prospects Essential For Succesful Lead Generation
January 4, 2011 By 1 Comment
As a sales motivational speaker and sales author I get to see many different strategies for targeting, approaching and acquiring new business. Having the right strategy for selecting and choosing new prospects is essential if you want to achieve sales superstar results. Do you have a powerful and proven strategy for acquiring new business? Do you know who your perfect prospects are and how you are going to find and approach them? Are you setting yourself up for sales success in 2011 or should you be calling Bert up for a pint and game of … [Read more...]
