Cold Prospecting (Part 1 of 3) Prospecting is, of course, necessary for organizations to find new business. While marketing and advertising may recruit leads, salespeople should still be seeking new opportunities as well. However, prospecting is hard work. In fact, nearly half (42%) of sales professionals state that prospecting is the most challenging part of their job. (1) Indeed, finding [...]
Part One | Part Two More than one salesperson has wondered why a lead that seemed perfectly qualified and promising disappeared or went "radio silent." Salespeople ponder questions such as: What, if anything, did I do wrong? Did the prospect choose a different solution? Was the prospect really as qualified as I thought they were? What really happened, and what [...]
Updated: 9/21/2022 Post-pandemic is perhaps the most exciting time in social media history since its golden age in the early 2000s. Technology is moving at warp speed due to the pandemic, changing social perspectives and has become a powerful driver of evolution. Additionally, privacy demands are pushing brands to get creative in an unprecedented way to build audiences, campaign lists [...]
Updated: 9/21/2022 Among the many things businesses learned in 2020: customer experiences matter and are essential for survival. Companies found new and creative ways to ensure their customers had a positive buyer's journey with them. The challenge? Customers came to expect these elevated experiences as par for the course. Organizations recognize this shift, with 45.9 percent indicating they will make [...]
Updated: 9/21/2022 One of the realities that have persisted during upheaval and uncertainty is that businesses and people are becoming more volatile. It is certainly understandable, given the dramatic shifts and rifts that have taken place since 2020. Many people struggling financially and emotionally are more inclined to be sparked by behaviors, events, and situations. This volatility includes employees, leadership, [...]
Updated: 9/21/2022 It is a knee-jerk reaction, especially in times of uncertainty, for businesses to consider offering discounts as an option to survive. The general assumption is that reducing prices and accepting lower profit margins is preferable to losing customers and market share. However, doing so can prove harmful as a long-term strategy. Lowering prices undercuts any industry as a [...]
Updated: 9/21/2022 In the past, selling was about delivering on promises – meaning products that work and services that solve problems or generate opportunities. However, customers expect that and much more. These days, customers want to do business with companies that not only offer ideas that improve their performance but also establish trust with them. Brands that do not rise [...]