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5 Ways to Develop Prospects for Small Business

5 Ways to Develop Prospects for Small Business

In the digital market, there are many vendors vying for the same customers. As web offerings increase, but the potential customer base essentially stagnates, or at best, grows more slowly than the products and services offered, it will become increasingly difficult to find new prospects. To stand out from the crowd, your business has to do more than just offer a product. It also must do so in a unique and memorable way. Your business must think about more than the current sale, it must also consider how to make a one-time purchaser into a long term customer.

Offer something unique. Your product may be something which is available in one form or another from a variety of vendors, but that does not mean that you cannot have, or create, a unique marketing draw. Perhaps you feel that you have insight into the industry which other vendors do not. Blog about your knowledge, or if you have enough detailed technical information to do so, write a whitepaper. This demonstrates your specialized knowledge, it makes you an expert in a crowd of websites who limit communication to generic FAQs.

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Prospecting for dollars: The top 6 ways to grow your small business

Prospecting for dollars: The top 6 ways to grow your small business

Prospecting is a dirty word for a lot of small business owners. It’s intimidating. It’s hard work. And the deck is stacked against you: it takes an average of 18 dials to talk to one possible buyer, and more than 99 percent of cold call clients won’t call you back. That’s the bad news.

But the good news is that you have options for making prospecting easier. If you can manage to get an introduction before your call, B2B buyers are five times more likely to engage. And if you reach out to a prospect before anyone else does, you have a 56 percent higher chance of making the sale.

We all know that prospecting is largely a numbers game, and the 3:1 rule can give you a good indication of your prospecting success: 3 calls to 1 good prospect, 3 good prospects for every qualified opportunity and 3 qualified opportunities for every sale. Here are your best practice options for making the most of that ratio.

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Sales Pipeline Management with CRM Software

Sales Pipeline Management with CRM Software

The idea of a sales pipeline is a relatively new way of visualizing the sales process. Many companies are still uncomfortable with the idea and many feel they are not good at managing their sales pipelines. According to a survey with the Sales Management Association, nearly two-thirds of executives feel their management of their sales pipeline was ineffective. Many executives waste a lot of time staring at pipeline metrics but don’t know how to make the knowledge pay to improve sales performance.

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