Expert Insight From Steve McCreedy

Where should professional salespeople enter a prospective new account? If you have been in sales for any length of time the obvious answer is “as high in the organization as possible”. However, the vast majority of salespeople enter an account at a much lower level because it is comfortable and easy for them. The reason? In many cases they are motivated to “make quota” for the number of calls or presentations sales managers require each week. The result is salespeople are calling on too many of the wrong people too low in the organization. Too much time is spent with unqualified prospects and relying on having non-salespeople (who have little vested interest in your product or service being sold) selling your proposal to the real decision-makers.

This month we will give you some valuable insights on how top selling professionals prospect and qualify their sales opportunities to give them the best chance of closing new business while your competition is focused on filling out their call reports and meeting with unqualified prospects.

Identify and Eliminate Unqualified
Prospects Early

You can help members of your sales team use their time intelligently by showing them how to quickly identify and eliminate unqualified prospects. It doesn’t take a rocket scientist to realize that it’s better to work with qualified prospects than unqualified suspects. But, salespeople are sometimes guilty of just finding someone willing to listen to them.

Click here to keep reading

How To Build and Maintain A Robust Pipeline 

As a sales professional, you know that one of your most valuable assets is a full pipeline. The list of prospects with whom you’re working at every level of your sales funnel is an essential ingredient to ongoing sales success. It’s easy to go from “hero-to-zero.” The secret to staying a “hero?” Keep a strong list of warm prospects who are at some meaningful stage in the buying cycle. It sounds pretty simple, but in today’s buyer-controlled marketplace, it’s much more complicated than that. 

Click here to read more