In today’s competitive landscape, scoping out potential prospects and convincing them to invest in your business requires more strategy than it used to. In order to maximize numbers, Sales Reps are constantly embracing new strategies, techniques, and tools that help them target the right people every time.
Designed to generate new business, direct mail prospecting campaigns are essential when creating a comprehensive marking plan. Personal and customized, direct mail campaigns are an ideal marketing touch to deliver your message while offering a sample of your work. With numerous email and social media campaigns available, direct mail prospecting campaigns stand out, making it… Read More
I love the saying, “success begins at the edge of your comfort zone.” I’m all for pushing oneself to the edge of their comfort zone, but not beyond. This is especially true when prospecting for new customers. It’s natural for most sales folks to want to reach for the stars and secure large marquis accounts. But… Read More
In my last blog article, I recalled a story from the early days of Proforma, and how a client’s request for 12 spiral rings led to earning a million-dollar customer with 50 percent gross profit. Here’s a story of another million dollar win. Back in those early years building Proforma, my practice was to get up… Read More
Living in Your Pipeline
If you’ve been in sales for longer than a week, you have heard someone – a manager, co-worker, or accountability partner – stress the importance of building an active sales pipeline. Even so, many sales professionals look at building and maintaining a pipeline as a “non-sales activity” not critical to their growth. It’s time to… Read More
The Benefits of Defining Qualified Leads
If you are in a sales or marketing role, you probably know what a qualified lead is; at least from a high level. A qualified lead is a prospective customer who matches the company’s ideal buyer persona in terms of need, budget and other factors. But going one step further, what are those ideal buyer… Read More
B2B Social Prospecting Checklist
If you’re looking for new B2B prospects, social media can make it incredibly easy to pinpoint your prospects. Social becomes even more powerful when turned into offline connections and interactions. Follow the 10-step social prospecting checklist below and accelerate your growth today. Step 1: List Your Targets List five companies in the area that would… Read More
Don’t be Left Out in the Cold!
Most salespeople believe that prospecting during the holidays tends to be a waste of time because of anticipated vacations and hectic personal schedules. Business tends to be slower during the holidays, so now is the perfect time to prospect! Often times, customers obtained during the holiday season are on average more profitable than those acquired… Read More