Or, are you too afraid to ask? That’s a bit of a loaded question. A lot of salespeople I know are either too afraid to ask their customers how they are doing, are too afraid of the answer, or see little to no benefit in doing so. Sad on all three counts. So, how would
By now you should have begun your program of progressive engagement, timed by your recurring reminders and/or appropriate opportunities, with your classified contacts. A few things to keep in mind … You are in this for the long-haul and breaking into any new account takes time. Maintaining existing accounts requires your consistent effort. Your goal
True cold calling in B2B selling is probably fairly close to being a lost art. If not, it should be. I’m talking about finding a street and then knocking on every office door one-by-one without the slightest idea of what might lie behind that wooden, metal, or glass barrier. The same can be said of “smiling and
You have created your lists and taken an inventory of your engagement tools. You have also defined an engagement strategy. All that is left now is to monitor the updates from your chosen target accounts and then to engage with them where appropriate. Let’s get started! Monitor daily With your news feeds filtered to show
Let’s stop for a moment and check back on what we have accomplished so far. By now, you should have … Developed your buyer persona (your target market) and you have narrowed your contact list down to approximately 300 (insert your own number) of these that you wish to focus on exclusively. Further classified these
Social Networking for Those Who Are Not Social
Does social networking work for those of us who are not particularly social? What about those of us who are private by nature or have concerns regarding privacy in general? Are any of these platforms great places for introverts to hang out? The simple fact is, you can be effective on social networking sites and
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