In Sales, Friendly Competition May Be Worth Your While

We’ve all heard the saying “keep your friends close and your enemies closer.” In sales, maybe it should be “keep your friends close and the competition closer.” Hey, we’re not in high school anymore. In our old age, there’s room for civilized rivalries. So stop looking at the competition in your particular industry as the enemy. If you think about it, there’s quite a bit you can learn from your so-called business rivals. By being civil — and maybe, gasp, friendly — you can find out more about them, your customers, and your market segment. I’m not suggesting you have…

Creating a Model Day for Success

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process. In order for your outbound prospecting program to thrive, a model day for success must be established from the get-go. In a cold calling/business development role,…

Corporate Blogging Legal Considerations

This is a part of a series that was created to help you get the practice of corporate blogging built into your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly. The following several posts make up a quick start guide for the blogging administrator. Under copyright law, the employer generally owns blogging content generated by employees within their scope of employment. It is different when independent contractors (whether individuals or companies) create blogging content, as that is not owned by the company (though it…

How to Engage Your Representatives

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process. If you did a good enough job screening candidates and selecting the most qualified people for the job, you should a have mature, smart, driven group…

Sample Quarterly Report to CEO and Executive Team

This is a part of a series that was created to help you get the practice of corporate blogging built into your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly. The following several posts make up a quick start guide for the blogging administrator. Each quarter, you should update the CEO and executive team on the status of the blogging initiative. Highlight the positives along with the areas for improvement, and provide a plan to execute against those items. Keeping the executives at your…

Important Tips for Training your Outbound Callers

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process. The average training period for a new hire should last anywhere from 5 to 10 days, depending on the backgrounds/skill levels of the individual(s). Sample training…

How to Conduct a Blogging Retrospective

This is a part of a series that was created to help you get the practice of corporate blogging built into your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly. The following several posts make up a quick start guide for the blogging administrator. The world of blogging, and particularly SEO, is constantly evolving. On a weekly /monthly/quarterly basis, it is essential that you check, reflect, review, and adjust strategies. Things to consider: Are you using the best keywords possible to attract traffic through…

How to Create Your Support Content for your Outbound Program

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process. There are two types of content you will need to provide to your business development reps: Content to use internally to help better sell (e.g., training…