Entries tagged with “b2b sales”.


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A large company with huge brand recognition lost my trust this month. First, they did not fully live up to their offer promised in their marketing email. Then they invoiced me when I was only half way through my free trial. Lastly, their sales rep failed to show up for our scheduled and confirmed telephone appointment.

Proof positive that effective marketing may get you in the door, but it’s your customer service that keeps you there.

Looking for ideas on what to do today to sell more tomorrow? Check out our upcoming live webinars and downloadable webinar recordings. As one attendee wrote, “I have been on all 5 sessions and I have enjoyed every one. I have been in B2B sales for 10 years now and have attended training from lots of trainers and your material and delivery is among the best.”

Aim Higher!

Susan A. Enns, B2B Sales Coach & Author,
B2B Sales Connections

“I love the B2B Sales Connections website. It is an amazing resource for anyone involved in B2B selling.”

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Whenever I am invited to speak about prospecting and lead generation I always get the same question. “How many times should I follow up before I give up on a prospect?” It’s usually followed by the statement; “I don’t want to annoy the person or seem to be pushy.”

The answer to this question is quite simple. If it’s a new prospect you should follow up until you have either a “yes, I’m interested in doing business with you or no, I don’t want to do business to you.” Remember, a no may mean a “no” at this particular time. In the future they may be in a different situation and open to your products or services.

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In addition to being a sales coach and author with B2B Sales Connections, I am also a Volunteer Co Run Director with the Canadian Breast Cancer Foundation CIBC Run for the Cure. Every year, all the Run Directors from across Ontario gather in Toronto to plan and to share best practices. More importantly, every year, this group of passionate volunteers find new ways to inspire me and teach me lessons that make me better. This year was no different.

The last session bright and early on Sunday morning was on brainstorming. To be honest, I wasn’t really looking forward to it. I’ve been to a number of these “no idea is too stupid to share” sessions in my career. Besides, my mind was on the speech I had to give as moderator of a Research Panel later on in the day, the pronunciation of the medical terms I was rehearsing in my mind, and will I have enough time to catch the train back to Ottawa afterward. Simply put, I was quite distracted and finding it hard to concentrate.

The brainstorming session was led by Marilyn Barefoot of Barefoot Brainstorming. I won’t go into the details of her methods or how Marilyn facilitated the session, I simply couldn’t do that justice. I will say I was amazed at the process and more importantly the great results she achieved from such a diverse group of people. The room was a buzz, the creativity was higher than in any other brainstorming session I had ever attended, and the ideas from the group flowed like a rushing river full of spring snow runoff!

What was Marilyn’s key to such a successful session? (more…)

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Many business people, especially those just starting out are nervous about letting their clients find out they have a home office. First they don’t know what to say is when someone requests a meeting at their office and second, they are afraid the client will think they are “small potatoes” because I don’t have an office. How do you address this challenge?

I was a manufacturer’s rep for over 20 years operating out of a home office when I was not travelling all over Canada & the US. First I will tell you that many home offices, mine included are better equipped and more professional than most of the cubby holes and “pods” I have had when working for large corporations. The second point is to not call it a home office just call it your office. (more…)

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Professional athletes always go through a pre-game warm up to ensure they are mentally prepared to perform at their best. So should sales people. Before you enter your prospect’s office, take a moment to get your head in the game.

What is the purpose of your sales call? What do you specifically want to accomplish? How will you know if it was a successful sales call? If you can’t answer these questions because you do not have a pre-planned agenda, you are only wasting yours and the prospect’s time! More quick sales tips here.

Do you need to know what to do today to sell more tomorrow? Check out our upcoming live webinars and downloadable webinar recordings here. Now scheduled: “You Can’t Sell Unless You Get In The Door! – How to prospect the executive suites using today’s technologies!”

Remember, as Roger Staubach once said, ” Spectacular achievements are always preceded by unspectacular preparation.” More motivational quotes here.

Aim Higher!

Susan A. Enns, B2B Sales Coach & Author
B2B Sales Connections

“I love the B2B Sales Connections website.  It’s an amazing resource for anyone involved in B2B selling.”

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Do recruiters use a keyword search when reviewing resumes? Absolutely! If you were a recruiter, and had 400 email resumes in your inbox each morning, you would hit “control F” to quickly weed through them too.

So what are some common key words that should be included in your resume when applying for sales positions? (more…)

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I bought a new smart phone last week. I had absolutely no intention of getting a new phone when I walked into the store, yet I still walked out with one. How did this happen, you ask? Solely because of the professionalism of the sales representative!

Before you say it, no, I’m not an impulse buyer. In fact, anyone who knows me will tell you I’m quite the opposite. I was only there to buy a car charger! (more…)

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A sales rep knocked on my door the other night. He was the third rep from the same company to knock on my door in the last few months. The first question I asked was, “Have you solved the technical problem I asked the two previous sales reps from your company who knocked on my door?” He looked at me confused and said, “What technical problem?” What a waste of time, for both me and the sales rep!

Again yesterday, I received a few dozen prospecting emails from sales reps trying to open up the sales process with me. I normally get about 50 to 60 such emails a week. Most I delete. On occasion though, I follow the instructions and reply, only never to hear from the sales rep again. Ironically, the subject of most of those prospecting emails is lead generation.  I wonder what that sales manager is saying in the Monday morning sales meeting when no one is making quota and there isn’t enough business on the go in anyone’s sales funnel?  And if you are going to use spam filters as an excuse, then don’t send email! (more…)

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Asking for Referrals

If word-of-mouth is the best way to get new customers then referrals must be a close second. The problem with word-of-mouth advertising is you need a huge network of people who are talking about your products or services. Good Luck with that!

If a prospect does not let their friends know they are looking to buy then the chances of word of mouth advertising working are very slim. On the other hand if you know how to create a great referral network it can mean the difference between no leads and a steady supply of high quality, qualified warm leads. (more…)

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You have a great new product but you don’t have the budget or management support that will be required to hire, train and manage your own sales force. Instead you decide to hire independent sales agents. After all, the product ALMOST sells itself. All you have to do is give your sales agents a price list, assign a territory and watch the orders roll in.

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