Sales prospecting should not be this difficult but it can be if you try to solve all lead prospecting challenges yourself. There is no better way to improve your sales lead prospecting success than to observe peers in your industry. Learn what they do to discover new sales leads and compare your sales tactics to theirs. You don’t want to repeat mistakes others have already discovered and fixed. Observe and compare your sales tactics to peers and even competitors. Learn what they do to achieve success. Get your personal prospecting benchmark report and start improving your sales lead prospecting. If […]

Read More...

Sales executives that we speak to are looking for unique ways to find new sales prospects and to convert them to qualified leads. They also want to know how their sales prospecting efforts compare to their industry benchmarks. Get your benchmark report on sales prospecting in your industry and learn : How many new prospects sales agents speak to each day How many they convince to take next steps What are the top objections and how frequently they appear % of time prospect had no need Competition offered a better deal Solution pricing % of lost opportunities And many more How do your sales people rank against each of these areas in your industry How do […]

Read More...

It may sound simple and hard to believe but you already have answers that will help you discover new sales opportunities. If you are like most sales organizations we spoke with, you are likely ignoring this information. Why because you to may also chasing new and popular experiments that are difficult to prove and measure. Your front line sales people generate critical sales information daily and unless you tap into it daily, you are missing significant opportunities. How does an organization tap into this information? Simple, you observe what sales people do daily, what they experience, where they succeed and […]

Read More...

In our 2nd article we wrote that many sales organizations pay attention to only about 40 % of their sales effort. To illustrate this, we conducted an assessment at a major national bank, and what we found was not surprising. We discovered that this bank missed over 10,000 new sales opportunities in just one month, opportunities that could have been won if the bank had monitored information that was held by their front line sales people. Like many businesses, this bank also paid very close attention to qualified sales leads (hard data) that was captured and managed in CRM like systems. Critical […]

Read More...

Our research shows that many sales organizations truly manage only 40% of their sales costs. We hear sales executives still describe their sales process starting when sales people follow up on qualified sales leads. Very few include lead discovery as part of their sales process. The most common explanations we heard were “we follow up on Marketing Qualified Leads and our leads are generated by our inside sales”. True, starting with a qualified leads is a critical part of every sales process but this represents less than 40% of the sales cost. Sadly what frequently is not stated is the […]

Read More...