3 Lessons From Last Night’s Presidential Debate That Applies to Sales Prospecting

My wife and I watched the 2nd presidential debate town hall style last night between Barack Obama and Mitt Romney.

Disclosure: I’m a registered independent / non-declared voter.

Here’s 3 lessons you can learn whether you’re supporting Barack Obama or Mitt Romney: Read more

What should women’s skirts and sales voicemails have in common?

Answer: They should be long enough to cover the subject but short enough to keep it interesting and arouse curiosity.

(I read Michael Hyatt’s blog article this morning and stole this quote from him.)

Sexist? Yes!

True? Yes!

When calling on  sales prospect to set a meeting or appointment, should you leave a voicemail?

My opinion is yes. You have a 0% chance of getting a returned call if you don’t leave a message. Yeah, there’s a rare chance that someone will look at their caller id, see an unknown number, and call it back.

But executives are very frazzled and busy and if they get called by numerous sales reps a day, do you really think they want to walk right into a sales trap?

If you leave a voicemail, at least your chances of  a returned call go up to 1%.

Keep your message short, sweet, and to the point and say something that arouses curiosity that they want to call you back and want to hear more!

Does Sales Prospecting Success Come Through Trial and Error?

I came across an article this morning on a book review. Here’s the link:

http://www.fastcompany.com/3001086/failure-only-option-if-success-end-goal

Key points verbatim:

“Unfortunately, many of us don’t pursue the trial because we are fearful of making errors. ”

“Jim Owens, former CEO of Caterpillar Inc., told us we actually learn more from our failures than we do from our success. He states that our most important lessons as leaders come from our toughest losses.”

“Mistakes are part of taking healthy risk. They provide us with new ways of thinking and give us new insights into how we can improve as leaders. Real failure doesn’t come from making mistakes; it comes from avoiding errors at all possible costs, from fear to take risks and from the inability to grow. Being mistake free is not success. Still, we avoid challenges and hide mistakes. We don’t like to talk about them and bring attention to them. It’s safer to look the other way or sweep them under the rug.”

My 2 cents: Looking back, when I started my company, I had no freaking clue of what I was doing. I had a vague idea but like the mirror after a long shower, it slowly but surely has become more clear each and every day.

Every email, sales pitch, etc that I put together has been refined and tweaked countless times. You don’t know until you try.

Expecting to get it right the first time is pointless and unrealistic.

I’m consulting with 2 guys right now who started their own tax, accounting, and financial consulting firm. I’m proud of them they started. My advice to them was to network, pick up the phone and start reaching out to prospects and don’t worry about failing. They’ll perfect their pitch in due time. You can only read so many sales books and articles.

I can have you read a ton of books and watch a lot of videos on how to ride a bike and you’ll have a lot of knowledge.

OR

You can hop on the bike, take action, and learn how to ride successfully on your own despite falling down numerous times. But you’ll gain invaluable experience and wisdom.

I’m Ray Ruecker with Connect 5000 and hope you have a great Friday!

 

Slim-Fast and Sales Prospecting

In case you didn’t know, Slim-Fast is a dietary drink that acts as a substitute for meals for people attempting to lose weight. But have you paid attention to the name itself?

Slim-Fast. Slim down fast. We live in a society of instant gratification. We want results fast and quickly and don’t want to wait.

Or the name of the cell phone provider, Sprint. Which means moving quickly. Read more

Why Your Company Needs B2B Telemarketing Services

Happy Post Labor Day to you all.

Summer is about gone. Fall is almost here. The NFL kicks off tonight! College football started last week.

I came across an article that may benefit you. Since I don’t have all the answers, this might be a good resource for you companies that are considering farming out the process of setting sales appointments for your sales reps.

Here’s the link:

http://www.business2community.com/b2b-perspective/why-your-company-needs-b2b-telemarketing-services-0264662 Read more

Your Personal Story While Sales Prospecting

As many Americans have done so this week, I’ve watched the Republican National Convention on television off and on.

Disclosure: I’m a registered independent voter.

As I watched the speeches given by various politicians and speakers, I kind of ignored the political rhetoric and Rah-Rah parts that didn’t have too much of substance to say with specifics. Read more

A Great Sales Prospecting Quote (Sorta!)

I downloaded Mark Cuban’s book “How to Win at the Sport of Business” on my Nook last night. Great and easy read so far.

As I’ve chatted with folks across the country, it seems the consensus is that a lot of people and companies are:

1. Cautiously spending

2. Waiting on the outcome of the 2012 Presidential Election

3. Agree that we are in a very skittish and unpredictable economy Read more

Outside Sales Vs. Inside Sales: What’s the difference?

In my mind, not much except that outside sales sounds more prestigious than it really is.

I read this article yesterday which I found interesting. Here’s the link: Read more

4 Successful Email Prospecting Subject Lines That Get Opened

Before I make a sales prospecting call, I usually send the prospect an email first. Why? 2 main reasons:

1. Some people are more accessible electronically than by phone. (Smartphones, tablets, etc.)

2. A good excuse and context to reach someone via phone. Read more

Sales Blunder I Made: Naming My Competition!

I was engaged in discussions with a consulting in Seattle, WA about them using my services. They had 18 clients that they acquired through networking, referrals, and introductions. Their networked had been tapped out and they had to come up with an offensive sales and marketing plan to reach out to prospective clients who’ve never heard of this firm.

I had reached out to the CEO and we agreed to talk. We had a few discussions, I gave him a proposal, pricing was in line, and he gave him his verbal commitment. Read more