A Sales Compass – A Blog by B2B Sales Connections

It used to be that face to face training was the only way to get things done.  Now, the best way that saves time, money, travel, and the planet is to meet over the web!  As such, B2B Sales Connections is pleased to now offer free webinars for sales and sales management.

Is attending a webinar easy? Absolutely! If you can browse to a webpage, you can join a webinar.  All you do is click on the link.  It’s really just that simple!

For a complete list of our upcoming webinars, check us out at www.b2bsalesconnections.com/webinars.php.  

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

Salespop.com is holding this great sales contest looking for your worst or funniest sales experience.   Since I always take the opportunity to laugh at myself, I thought I would take the time to share my entry with you.

Very early in my sales management career, I was on a joint field work call with a brand new representative. All of a sudden in the middle of our sales presentation, literally in the blink of an eye, the prospect fell asleep!

The rep and I sat there, looking at each other, wondering what to do. Then, after a few minutes had passed, just as quickly, the prospect woke up. I decided to cut right to the chase, flipped the proposal right to the pricing page and asked, “Mr. Prospect, is there any reason we can’t do business today?”  After thinking about things for a few minutes, there must not have been, as we signed the contracts right there and then!

You can enter SalesPop.com’s contest at http://salespop.com/ . When you are done, why not take a moment to lighten our day and share it with us as well.

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com

Do you ever wonder if your email was received?  With today’s spam filters, it’s a valid concern!  To keep your sales process moving forward, phone the recipient the day after your send the email (or fax) and ask if they have received it. 

When you follow up like this, there are only four possible outcomes, all of which help you to advance the sale process:

1. You have to leave a voice mail.  At the very least, your message will build your credibility because you took the time to follow up. 
2. You connect with your prospect and learn that the email was not received.  At least you now know you need to resend it.
3. You make contact, they have received your email, but haven’t had a chance to look at it.  Again, your follow up has built credibility, and more importantly, you have drastically improved the chances that you email will be read in the very near future.  This is also a perfect opportunity to book a phone appointment in a few days to discuss things further with your prospect.
4. The email was received and reviewed, and the sales process can continue, right there and then.

Regardless of the possible outcome of your email follow up call, you will have built your credibility and you will have moved your sales process forward.  Any way you look at it, that’s a good thing.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

“If you think you are too small to have an impact, try going to bed with a mosquito.” – Anita Roddick

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/SusanEnns, or www.twitter.com/SusanEnns

Has your trade show budget been slashed?  Is your display just a way for your competitors to check you out?  No new prospects visiting your booth, only those you invited to the show?  Try an open house at your office location instead.  It is less expensive, takes less time to set up, and it can be much more effective at closing sales than some trade shows.

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnecitons.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

A recent 6 month study conducted by an independent research group found that job seekers who apply to on line ads with both a resume and cover letter are 5 times more successful in landing interviews when compared to candidates who only include a resume.

So if you want to improve your odds of landing the interview make sure you include a cover letter with every resume.

To download a free copy of our white paper How To Write An Effective B2B Sales Resume, visit our Sales Download Centre.

AIM HIGHER!

Robert J. Weese

B2B Sales Connections

www.b2bsalesconnections.com

Looking for tips on how to sell more? Join our free webinar where we share sales tips from top producers. Webinar doesn’t fit your schedule? View the presentation video here.

Do you need some sales career advice? Are you looking to make a career change but you are unsure in which direction you should head? Do you need some honest feedback on your resume? For less than an average dinner out, you can consult with the B2B Sales Coach every day and receive the personal direction you need.

Email is becoming a very important business correspondence tool, however few people use it to communicate effectively.  Here are some tips:

• Keep your email short and to the point.  Always think to yourself, what is the purpose of this email?  Know what you want and what you are asking for, and then make a short and specific request for it.
• If you are responding to an email, always answer every question that was asked.  Just before you hit send, re-read the original email and make sure.
• Don’t make every email “high priority”.  Remember the old story about the child who cried wolf?  If you make every email urgent, none of them will be treated as such.
• Keep it on a business level.  Smiley faces and shortcuts like “lol” are not generally understood, nor are they considered professional.  Spelling and grammar also count.  Using all capital letters is considered rude.
• Don’t copy someone in on the email unless it is absolutely necessary.  This just clutters everyone’s inbox and can be confusing for the copied person because they may not be sure if they are supposed to respond or not.

For more excellent tips on email etiquette, check out www.emailreplies.com.

To download a free copy of our white paper How To Write An Effective B2B Sales Resume, visit our Sales Download Centre.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

Looking for tips on how to sell more? Join our free webinar where we share sales tips from top producers. Webinar doesn’t fit your schedule? View the presentation video here.

Do you need some sales career advice? Are you looking to make a career change but you are unsure in which direction you should head? Do you need some honest feedback on your resume? For less than an average dinner out, you can consult with the B2B Sales Coach every day and receive the personal direction you need.

Is sales training really necessary?  To answer that question, you need to look at the facts.  (more…)

It is wrong to believe that every company can and will buy from you.  For example, it is unlikely sell restaurant equipment to retail clothing stores.  You could try, but chances are you would just be wasting your time.  In the same way that sports fans see mostly beer commercials and Saturday morning cartoon viewers see mostly toy ads, you must target your prospecting efforts.  Take the time to review and track your past sales to clearly define your target types of companies.  Once you know your targets, spend your time where you are most likely to find them!

Aim Higher!

Looking for tips on how to sell more? Join our free webinar where we share sales tips from top producers. Webinar doesn’t fit your schedule? View the presentation video here.

Do you want to make more money in sales? For less than an average dinner out, you can consult with the B2B Sales Coach every day and receive the personal direction you need.

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

Do you carry a portfolio binder with you when you are on sales calls?  Make sure you add copies of reference letters, customer lists, and other testimonials.  That way you are always prepared to show them and build your credibility whenever the need or opportunity arises.

Aim Higher!

Susan A. Enns,B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns