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rawleymak-blog · 8 years ago

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Sales Prospecting Tools

One of the most critical activities we must do in sales is Prospect. Regardless of the negative feelings we have about prospecting, it is the only way we can ensure that our business will grow.

I know that many sales people have some of the same problems as me. One of them is pure laziness, so anything new you want me to do is better than simple or probably not.

This is how the BLITZ CALL® prospecting system came into being. It's simple for 3 reasons. First, it is easy to learn, requires only about 6-7 sentences. Second, it takes less than 2 minutes, and third, you just have to do it a few times a day, or a couple of times a week.

BLITZ CALLing is based on a critical fact that we must accept in commercial / industrial sales. People do not buy on our first call. Therefore, a BLITZ call is not a sales call, it is a Prospecting call pure and simple.

You should then follow at least twice to enter the territory sale. I did not invent it, look at all the studies; people buy after the third call. Which means we should continue or not get the sale. Another interesting and rather depressing fact is that most sales people give up after the 2nd call. So simply sticking to it will help you make sales.

So here in a nutshell are some simple but important sales prospecting tools.

1. Get a complete system, BLITZ CALL or any other.

2. Learn that system.

3. Follow-up.

Stick to your week of prospecting after week, never stop.

Bill Truax is a sales and sales consultant for Cleveland, Oh. It has 3 books, 2 CD's, seminars and workshops on the BLITZ CALL system for Prospecting and Cold Calling for commercial / industrial sales professionals.

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rawleymak-blog · 8 years ago

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How B2B Marketers Can Move Closer to the Money

When it comes to it, few B2B marketers get the respect they deserve. The daily operation takes the product out of the door. Finance pays the bills. Sales bring new business. And marketing? Well, marketing often spends an unfair amount of time reminding everyone in operations, finance and sales exactly what marketing does. But it should not be.

B2B traders can get close to the money by reconnecting with their sales force. Some of the best B2B marketers are the ones who have invested time in understanding what the sales needs of marketing and aligned their efforts with revenue generating troops on the front line.

It helps to start by understanding what a sales person's job is all about (spending a day with one of the top representatives of your company). Most sales professionals are motivated by two basic concepts: numbers and relationships. If salespeople can help their colleagues in sales a) build and strengthen relationships, and b) meet their sales goals, they will be on the way to reconnect with the sales force and bring marketing closer to the money.

Here are four ideas B2B marketers can put to work to reconnect with the sales force, and bring marketing closer to your company's revenue stream.

Until you sit at the table of a prospect and have to close a sale to pay the bills, it is difficult to understand the life of a sales professional. The sales force has innumerable conversations and interactions with customers and prospects. Through this process, successful sales people develop a good understanding of what an ideal customer looks like.

To help the sales force identify new opportunities with lead generation campaigns, make sure that leads generate a look similar to the ideal customer profile. That's why the successful lead generation starts with a definition of a qualified lead that marketing and sales agree on.

Ask your top sales representatives this question: "What do you need to know to have a good conversation with a customer?" Get them thinking about successful sales calls and what made those calls productive. Then take this feedback and translate it into a series of questions to ask in your lead generation campaigns. Run the questions by sales representatives to ensure their buy-in.

The documentation of the definition of qualified lead creates the "service contract" between sales and marketing. The definition of qualified lead should be periodically reviewed and updated as necessary.

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