Artificial Intelligence, Sales, Marketing
and Other Topics
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The Do’s and Don’ts of Prospecting
The do’s and don’ts of prospecting is about developing your personal best practices and uncovering techniques and tactics that are essential to achieving success outbound prospecting. Prospecting is not always easy; it can be challenging work. Like with any profession,…
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Add Value by Solving a Problem that Your Prospect Does Not Know They Have
Problem solving, that is the real value your sales team brings to each interaction with a prospect. Having valuable products or services is important but do they solve to prospect’s problem? If you help a business do more business your…
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Anti-ghosting Tactics that Turn Leads into Calls that Turn into Appointments
It can feel like you are trying to connect with a brick wall. You make multiple calls to a lead only to end up leaving voicemail after voicemail. You send email after email that are never viewed. You reach out…
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Sales Bots are Disrupting the Way Live Salespeople Sell
Disruptive has become an overused word. Back in a June 2014 article in New York magazine Kevin Roose said, “Let’s all stop saying ‘disrupt’ right this instant.” For years now, every where you turned you heard about disruptive technology. And…
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Sales Activities Lead to No Response
Is your sales team’s response rate above or below expectations? Why is their response rate above or below expectations? What actions should you take? Understanding the Problem Long gone are the days of hustling prospects from the phone book. Long…
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Your Sales Team’s Follow-up Is Non-existent and Ineffective
Is your sales team’s follow-up above or below expectations? Why is their follow-up above or below expectations? What action should you take? Understanding the Problem Prospects go without follow-up or the follow-up is ineffective. It is not uncommon when sales…
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Which Do You Choose: Leading KPIs, Lagging KPIs or Both?
If you are looking out the windshield, you are watching the road ahead. You are considering what is coming at you on the highway. If you are looking out the rearview mirror, you are observing what has already happened. You…
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Sales Key Performance Indicators That Matter
Not all Sales Key Performance Indicators (“KPIs”) are created equal. Because KPIs serve as a measure of business success and failure, selecting the right KPIs is critical. KPIs help companies adjust execution to achieve the desired outcomes. Better outcomes lead…
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The Theory of the Random Distribution of Leads
Leads are not randomly distributed; the good ones are always given to someone else. So the saying goes. Inbound lead generation systems often distribute leads equally to lead development teams. These teams often consist of Lead Development Representatives (LDRs), Business…
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Letting Go of Unproductive Prospects
One of the most important lessons I learned while selling residential real estate was to let go of unproductive prospects. They were buyers who weren’t ready to purchase a home. They were the buyers to whom I became Sunday afternoon’s…
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