Self Improvement Site
On The Internet! Take the Self Improvement Tour
On The Internet! Take the Self Improvement Tour
Articles from Kendra Lee | Selfgrowth.com
- Cold Calling Perfection: Are You Hearing This? - by Submitted on Jun 28, 2011 from Kendra LeeIn email prospecting strategies, one of the first things I advise is that you send yourself a draft before hitting the final send. That way, you get a sense of what it's like for your prospects to receive your emails. You can quickly see where you need to make adjustments to grab your ...
Views: 950 - How to Prospect With a Catalog of Products - by Submitted on Jun 28, 2011 from Kendra LeeLast week an interesting question was posed to me: how does a seller go about cold calling, prospecting, and lead generation when they have a wide range of products to sell? How do you know what to tell prospects about when you have hundreds or more items available? This wasn't an abstract ...
Views: 905 - What's Your Value to Prospects? - by Submitted on Jun 28, 2011 from Kendra LeeAs sellers, we know that one of the keys to opening doors with new prospects lies in positioning our solutions as something different from the competition. In fact, sales and marketing departments spend a significant amount of time trying to determine exactly what their company's unique selling ...
Views: 868 - How writing sales prospecting emails and negotiation emails is different - by Submitted on Apr 23, 2011 from Kendra LeeHave you noticed that suddenly you’re negotiating with your customers and prospects through email? They don’t have time for face-to-face or phone meetings. Instead, they’d just like “a few quick questions” answered through email so they can make a decision. As this occurs, it’s critical that ...
Views: 853 - Are you writing sales negotiation emails like prospecting emails? - by Submitted on Apr 07, 2011 from Kendra LeeEmail has become the primary communication tool for sales reps. We use email to prospect instead of cold call. We confirm meetings via email. We follow up on sales calls with an email. We answer prospects’ questions through email. We discuss proposal terms in email. Some savvy sales reps even ...
Views: 816 - 8 Steps to Reach Your Sales Goals - by Submitted on Feb 27, 2011 from Kendra LeeThe end of one year and beginning of a new one is a great opportunity to examine your successes from the previous year, determine what you want to replicate, what you want to change and then set some goals for the new one. Because setting attainable sales goals can be a lot trickier, and more ...
Views: 1013(1 vote) - What Are Your Real Sales Goals for 2011? - by Submitted on Feb 02, 2011 from Kendra LeeWhat do your sales goals for the coming year look like? The most successful sellers usually have two numbers in mind: their quota, which is their piece of the company's yearly revenue target, and then another higher number that represents what they need to sell to achieve their own personal ...
Views: 766 - What’s Holding Your Prospecting Back? - by Submitted on Nov 18, 2010 from Kendra LeeThere aren’t many certainties in selling. What works well for one person can be a dead end for another, and what looks like a sure sale can easily deteriorate into a missed opportunity. One thing you can count on, however, is that a lack of strong, qualified leads will always be a stumbling ...
Views: 790 - Give Your Prospecting Legs with Social Media - by Submitted on Sep 01, 2010 from Kendra LeeSocial media is all the buzz in prospecting lately. You hear about it everywhere with Facebook Fan pages, tweeting, and LinkedIn profiles. You may even have an account on several different social networks. But have you given thought to how to use it to increase your prospecting results, or do ...
Views: 974 - Prospecting Letters Still Open Doors - by Submitted on Aug 10, 2010 from Kendra LeeI’m often asked about the effectiveness of letters as a prospecting strategy in today’s electronic world. You see email, cold calling, and webinar tips, but rarely hear about letters. Direct mail has fallen off considerably. Anything suspected to be a sales approach gets tossed in the name ...
Views: 1980 - Cool Sales Tools to Make Prospecting Easier - by Submitted on Feb 27, 2010 from Kendra LeeProspecting has never been harder – or easier. Yes, it’s hard to get responses, but you have all the tools at your finger tips to increase your odds of grabbing the attention of your top contacts and getting a reply. Gone is the dialing for dollars mentality. You can do better ...
Views: 1078(1 vote) - No Voicemail = A Missed Opportunity - by Submitted on Jan 19, 2010 from Kendra LeeLeave a voicemail? Don’t leave a voicemail? This is a question that sellers are passionate about. Many suggest not, but isn’t that a missed opportunity? I always leave a message because how else will they know that you want to speak with them? In today’s world where it’s acceptable to screen ...
Views: 940(1 vote) - Increase Attendance at Your Events with Social Networking - by Submitted on Jan 05, 2010 from Kendra LeeI find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because they’re interested in your topic. You get to share your perspectives and recommendations, highlighting yourself as an expert they want to work with. The ...
Views: 1210(1 vote) - Increase Your Sales with Actionable Emails - by Submitted on Nov 20, 2009 from Kendra LeeI hate long emails. They take too long to read and typically include action items I just don’t have time for. No doubt you’ve experienced it, too. Your customers are no different and it’s impacting your ability to close sales. Sure, you carefully word your email, expanding your questions to ...
Views: 943(4 votes) - Cold Calling Isn’t the Only Way to Get Prospects - by Submitted on Sep 15, 2009 from Kendra LeeNot many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it's the only approach to prospecting, but it doesn't have to be that way.John was a managed services provider looking to grow his company. He ...
Views: 972 - When Sales Training Isn’t Working - by Submitted on Aug 07, 2009 from Kendra LeeNothing is more frustrating than investing the time to identify the need, design, develop, and deliver great sales training and then discover that sellers aren’t implementing what they learned when they get back to the field. Whether you’re delivering product or soft skills training, ...
Views: 964 - Create Email Subject Lines That Draw Prospects In - by Submitted on Jul 26, 2009 from Kendra LeeEmail is now the preferred prospecting tool, far surpassing the phone to the relief of many sellers who hate cold calling. Yet it hasn't necessarily made prospecting any easier. Response rates are low and many sellers are discouraged by how difficult it is to engage contacts. Often the ...
Views: 1310 - Fill Your Pipeline by Refining Your Referral Requests - by Submitted on Jun 30, 2009 from Kendra LeeLately I’ve heard a lot of people talking about how to get referrals. No doubt about it, they’re one of the quickest ways to fill your pipeline. They’re definitely easier and less stressful than cold calling. They’re more accessible, and there’s less competition to close the deal. Knowing this, ...
Views: 976 - Mine Proposals for Hidden Gems of Opportunity - by Submitted on Jun 30, 2009 from Kendra LeeWith the economy causing prospects and clients alike to clamp their wallets shut, we’re looking everywhere to fill our pipelines. One place you may not have examined recently is in your past proposals, yet they could be the quickest place to find new opportunities. When I’m working with a ...
Views: 943 - Attract Prospects with Easy Web 2.0 Techniques - by Submitted on Jun 30, 2009 from Kendra LeeThe Internet is my best friend for attracting new prospects. In a flash my name and an article I’ve authored have “gone viral”. I’m promoted all over the world and I’m suddenly the expert everyone wants to talk with. Leads start flowing in from people I’ve never met and new opportunities abound. ...
Views: 1100 - Use Testimonials to Attract Prospects and Win Sales - by Submitted on Jun 30, 2009 from Kendra LeeIn today’s economy you need every advantage in your sales kit. Prospects are scrutinizing all requests for their time and each purchase decision. You want to pass their piercing investigation but the sales tools you’ve used in recent years aren’t cutting it. You need something more, and ...
Views: 945 - Create Opportunities in our Tough Economy - by Submitted on Jun 30, 2009 from Kendra LeeEvery day we’re hearing about how tough it is out there. Prospects won’t take calls. Budgets are on hold. And yet, I remain optimistic, seeing opportunity all around us. While many clients are halting spending, others are getting creative and looking at their businesses from new perspectives. ...
Views: 1015