It doesn’t matter whether your teams are account-based, market-based, territory-based or telesales, if you want to make your number, you or your reps need to fill the top of the funnel faster and with better quality leads — and you’re not alone. Sales executives list filling the top of the funnel with qualified leads in a reliable way as one of their top three priorities.
There is no silver bullet to effective sales prospecting and there never will be — unless — you consider the way a sales rep approaches their prospecting efforts. With a proven, scalable prospecting framework that leverages the latest best practices in cold calling, social interaction, emailing and leveraging your network — Vortex Prospecting provides just that.
Originally published at Value Prime Solutions.
Too many sales executives get caught up in their Linkedin numbers, the followers, the contacts, the likes — but a network, like everything in sales, should be measured on its ability to produce results. To get the best results, to even perhaps get past the limits of the human brain and the Dunbar Number, there are three things a sales executive must be deliberate and consistent about with their Linkedin Network.
Linkedin’s news feed creates a one-stop location for keeping your finger on the pulse of what is going on — or at least that is what many think. Yes…
Say what you will about Elon Musk, anyone who has ridden in or driven a Tesla will tell you how the ‘entire experience’ is just better. The sales model is different — gone are used car salesmen and dealerships stretched across acres of asphalt. The product is different — meticulously designed with a near perfect balance of the physical experience of driving a car and the incorporation of technology. The company is different — one of the fastest growing in terms of market cap quickly overcoming decades old competitors.
So what does that have to do with B2B enterprise sales…
Every executive I know tasked with hitting a revenue target has the same challenge — getting more qualified leads into the top of the funnel. And just like the rest of us, they all hope there is a silver bullet to effective prospecting — something that will make it easier, less painful, and drastically reduce the chance of rejection of them and their teams.
I hate to be the one to tell you this…but silver bullets only work on werewolves and they aren’t real either. You’re going to get rejected, frustrated, annoyed, and worst case scenario, fired.
GUEST: Tod Caflisch, Vice President and Chief Technical Officer, Minnesota Vikings
Tod Caflisch has been in pro sports IT for almost 30 years, so he’s seen the incredible transformation in the fan experience at sports venues.
In college, he used to go to Celtics games, where the crowd was all men smoking cigars and cigarettes. Halftime would come, they’d play the organ, then the basketball game would finish. That was the fan experience of the day.
We’re light years from there today…
One of the upsides in sales is that success is simple to quantify. It is always, no matter what other executives or board members or peers tell you, about the numbers. Every day numbers are evaluated, totals discussed and strategies for shortfalls analyzed.
But focusing just on the numbers for this month, this quarter or this half creates a false sense of control and impact. It encourages sales executives to look at micro challenges in their sales efforts rather than reinforce a foundation and context designed to drive long-term success.
Granted, it is more exciting and often fun to focus…
Sales leaders and revenue executives face numerous challenges — yet none seem as pressing as understanding how to increase the volume of qualified leads entering the sales funnel.
Those revenue executives taking action are doing so in a variety of ways — for example — bolting on outbound Sales Development Teams; questioning the structure of their entire organization; revamping their marketing strategy or focusing on new markets they believe to be untapped.
Recently I have spoken with several revenue executives who are taking a hybrid approach — selecting new, target rich markets and working to evolve and refocus teams of…
Whether a deal is worth $50K or $5M the need to engage Procurement early and often is something I’ve seen the most accomplished sales executives avoid or stumble over. The question I am left asking many is simply, ‘Why did you wait so long to start talking to Procurement?’ The response is too often silence; however, it does not need to be.
Procurement’s role in an organization, regardless of size, is rather simple — to ensure the company purchasing the goods or services is getting a solution that will provide ROI to the company at a fair and reasonable cost…
There has never been a time when successfully closing complex, B2B deals depends more on a sales person’s credibility.
Forget about artificial intelligence, social selling and creatively structured pricing.
People buy from people — and today, with the constant distractions and onslaught of new information, people buy MORE from people they trust.
Creating trust takes time, effort and purposeful intent. It requires credibility. But now credibility is much more than just how you behave in a room with your prospect or at dinner with the CEO. …
Reading the sales headlines lately is enough to make any sales professional anxious. Robots taking their jobs, buyers not needing them, millennials not wanting them. I am not surprised some of the professionals I talk to wonder when their career will end.
Anyone who is proud to be a true sales professional seems to be living in the midst of a tense psychological drama. But just as with those movies, we know how it ends and we are deeply familiar with the story line.
The new trends affecting sales require change — but then again, what doesn’t. They require, more…
Closet Writer; Creative Misanthrope; Motorcycle Nomad; Snowboard Joker; EVP, Sales & Marketing @UniversalMind…All Opinions Are…