In sales, the pursuit of your dream client should supersede all of your other objectives.

Losing sight of this can really convolute the work of a salesperson. That dream client objectifies everything that your sales team should strive to be. They have the qualities of a customer that your business should be geared toward. Being able to secure such a buyer then becomes a validation of your work. Getting caught up in what your competitors are doing can be distracting, and may result in you overlooking your dream client – which is…

In sales, the pursuit of your dream client should supersede all of your other objectives.

Losing sight of this can really convolute the work of a salesperson. That dream client objectifies everything that your sales team should strive to be. They have the qualities of a customer that your business should be geared toward. Being able to secure such a buyer then becomes a validation of your work. Getting caught up in what your competitors are doing can be distracting, and may result in you overlooking your dream client – which is…

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. An outbound prospecting program should be well constructed, but as with all practices, there are many approaches that can lead to a successful effort. Below, we outline two broad examples to help you determine the best approach for your business: Approach 1: Test Implementation. Start with a small number of committed people. Hire one…

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. A properly executed outbound prospecting effort adds measurable value, but as with any practice, it takes time and resources to get the practice off the ground, make adjustments, get it running smoothly, and produce the results you want. In addition, it will be essential that your marketing, sales, and product management teams are all…

Vmax founder Kelly Riggs shares past sales blunders.

Kelly Riggs, founder and president of Vmax Performance Group, blogs from personal experience, in this “Eyes on Sales” post. Riggs has years of sales experience under his belt, and has authored two books on the topic; “1­on-1 Management: What Every Great Manager Knows That You Don’t” and “1­on­1 Selling™: How to Win More Sales, Defend Your Margins, and Build Your Brand.” Some self-proclaimed foolish sales moves, have taught Riggs what not to do when it comes to selling. He shares his insight and sales…

Prospecting and nurturing techniques to win more business.

S. Anthony Iannarino recently issued a 90-day prospecting challenge in a detailed, well-written article at The Sales Blog. Iannarino also offers a 12-month nurturing plan to help you win more business from top clients. His 90/12 challenge is chock full of great tips for anyone stuck in a status quo, sales rut. Iannarino’s prospecting challenge asks that you dramatically increase the time you spend prospecting for the next 90 days, and embrace new methods of prospecting. The first step in this process is to…

Lead generation and sales require a prospect-driven perspective.

When it comes to sales and lead generation, your view of the world is secondary. The primary place to look when it comes to pumping up profits is to your prospects. According to Jim Logan’s B2B Rainmaker Blog, “you have to understand your prospects world view” and use that view to “present your ideas in the proper framework.” Logan presents ten key factors to consider for a better understanding of your prospect’s perspective. Three factors you should look at are: Their position. Their customers.…