Category Archives: prospecting techniques

May 7th, 2015

Six Tips to Leverage Trade Shows as a Sales Prospecting Tool

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Six Tips to Leverage Trade Shows as a Sales Prospecting Tool

Spring means trade show season, and it’s time to take them seriously. Trade shows fall in and out of fashion as a marketing and sales prospecting tool. But, whether you love them or hate them, it makes good business sense to recognize the significant level of financial, human, and time resources allocated to putting on and participating in a successful trade show.

In today’s cool digital marketing and sales world, trade shows aren’t the latest and shiniest tool in the box. Still, trade shows can be an extremely effective marketing and sales prospecting tool. It is precisely because of today’s digital marketing and sales environment that, to differentiate yourself, you need to seize and leverage every opportunity to meet with prospects and clients in person — and trade shows are the perfect tool to do so.

Here are six tips for leveraging trade shows as a sales prospecting tool.

1) Marketing and sales alignment — Don’t treat trade shows as a marketing event that requires sales to “show up and work the floor.” To be effective, marketing and sales must work together to develop a strategy and tactical plan on what they jointly want to accomplish. Even better, the two groups should create and sign a joint Service Level Agreement (SLA) prior to the show so that each can be held accountable by » Continue Reading.

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April 29th, 2015

Sales Prospecting Tips to Become More “Social”

prospecting tips

Sales Prospecting Tips to Become More “Social”

To be successful in sales, you need to be vigilant in sales prospecting and looking for new leads. How to do that in the most time-efficient way is the question.

One crucial bit of information is to know your retention rate of business. If you retain, say, 80% of your business each year, that means you lose 20%. That 20% of lost business is the minimum amount that you need to replace. Knowing this number helps you be more strategic in your prospecting.

Like B2B sales, the element of prospecting has dramatically changed in today’s mobile, social, and digital world. There’s a lot of talk about the ultra-informed buyer who uses the Web for research before ever contacting a seller. Well, two can play that game. The same tools are available to buyers and sellers alike. It’s the savvy user who works them to their advantage.

In my previous blog post, I offered prospecting tips targeted to using LinkedIn: Tips for Using LinkedIn as Part of Your Prospecting Strategy. But, LinkedIn is only one of many free social tools that can amplify your prospecting results. The following are a few others, and new ones are appearing on a regular basis.

Google Alerts: This free service from Google allows you to “Monitor the web for interesting new content.” You might » Continue Reading.

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