by Paul DiModica Salespeople love leads – inbound, tradeshows, networking. Leads, leads and more leads . . . that’s all we want. But the management of those leads and how they are handled is important to their sales success. When selling prospects, there are several options to managing the prospect as a lead opportunity. You [...]
by Paul DiModica Here are four steps to build a prospect relationship: Step 1: Meet with the prospect for the first time during the pre-sale cycle and communicate your business value. Step 2: The prospect listens, believes your value, and buys the first time. Step 3: In post-sale, the prospect reviews the value of what [...]
by Paul DiModica Buyers have become desensitized to corporate speak that sounds like everyone else’s. Because of the Internet, buyers are better educated, more selective in their acquisition choices, and have the greatest selection of purchase options than ever before. Sure, your firm is dedicated to the finest customer service. Yes, your management team is [...]
by Paul DiModica As salespeople, we have become subservient to our sales quota, prospect opportunities, prospect expectations, and the pressure to beat the competition so much that we often come across as weak-kneed caricatures of ourselves when interacting professionally with prospects. As salespeople . . . we need to eat more Wheaties! So often, you [...]
by Paul DiModica Marketing and selling technology and services is a metric game and time management business model. In this economy, success is all about knowing your numbers and managing your time — number of leads generated; the number of qualified prospects generated from those leads; the number of leads that progress through your sales cycle steps; [...]
by Paul DiModica In a down economy, it is important for companies to adapt to the existing business climate to generate revenue. In this economy, the prospect’s response “I cannot afford it” may actually be a real objection! To improve your sales closing ratio in this economy, try the following closing methods: 1. Find your [...]
Posted in 
Tags: 