by chris | Aug 22, 2013 | Sales Motivation, Sales Process
First off, let’s get this straight. Email is neither the primary way to make sales nor the best way. Treat email as one of the tools you have to communicate with a prospect/customer. Too many salespeople think they can use email exclusively to...
by chris | May 15, 2013 | Sales Process, Sales Prospecting
Don’t think just sending out a bunch of emails is going to generate any leads, especially when you forget the most important part of the email is the first 10 words and the title. Something you must keep in mind when prospecting by email is that the percentage...
by chris | Mar 27, 2013 | Sales Process, Sales Prospecting
To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. Don’t stop until you’ve completed 8 touches. When it comes to prospecting, there is no magic bullet. The honest truth is you have to do the...
by chris | Mar 21, 2013 | Sales Prospecting
I’ve heard sales people say, “I don’t have the time to research a prospect.” That comes from people who believe volume over quality will drive more revenue. Not true!! If you just send out bad email after bad email, you are just sending out...
by chris | Mar 20, 2013 | Sales Process, Sales Prospecting
The number one thing you can do to get a contact to respond if they have gone dark is to make it easy for them to be honest with you. Nothing is more frustrating than when you have a hot prospect simply go dark. I’ve had it happen a million times, even when all...