- Ask 15 times : Most inexperienced sales people give up after 1 or 2 approaches. Most experienced sales people after 5. If within your sales process you can create the opportunity to “ask for the sale” 15 times, you’ll have a close ratio of 90%.
- Sales Happen before 10am – The early bird does catch the worm.And your best customers are going to be those that are up working early themselves
- Meet Daily to Drive Sales :Sam Palmisano became the latest CEO of IBM because he turned around IBM’s Global Services. And his key - holding a daily global sales call and working a list of 100 top prospects. Anything less than daily and you’re leaving business on the table. Dig into why specific sales are stalled each day or whom your sales team is trying to reach that day (not just going over numbers) and you’ll accelerate your sales, period.
- Meet Weekly to Drive Marketing : this from the great marketer, Regis McKenna (Intel, Apple, Genentech). -Regis simply said “one hour per week.” In essence, get the right team in a room for one hour each week and ask the question “how do we reach more prospects with our message?” Brainstorm and act on some idea each week and you’ll drive marketing. Regis’s other key is to identify the “influencers” in your market and nurture relationships with them. Is there a key industry association executive? Is there a potential customer that is also the member president of your key industry association? Is there an important media personality? Is there a key lead supplier that can reference you?
That's all for today..
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