Posts Tagged Lead Generation
Five Practical Tips to Build a Better Network
Posted by Rick Pranitis in SALES BEST PRACTICES on April 27, 2015
For many businesses to continue to grow and thrive, it takes more than just excellent products and services. It takes building awareness and a loyal customer base. It also requires patience and resilience to make it through the difficult times. And it takes building a community of partners, contacts and allies for continued success.
There is no substitute for a great network, even as our definition of what makes a network becomes more elastic as our preferred ways of connecting and sharing information evolve over time and in response to new technology (Twitter follower? Facebook Friend? LinkedIn Connection?). Here are our five favorite tips for networking better this year to help you build that community.
Attend Events Across Industries – If you are looking to build a network in your local business community, don’t limit yourself to events related to your specific business type or industry. You want to broaden your potential network as much as possible and open your business to as many relevant customers as possible. Look for events in industries that are complementary to your type of business, or that also target the same type of customer as you based on geography or demographics. You’ll be more likely to find businesses willing to cooperate and work together, since you are not in direct competition with each other. More importantly, you never know whom your new contacts will know and this is the key to networking. There is enormous unknown potential in every new relationship.
Share Your Story and Listen to Theirs – All business owners and entrepreneurs have at least one thing in common: the courage to take that big risk for something they believe will be successful. Take the time to share your founder story with other business owners and learn about what motivated them to start their business. You may learn that you have a lot in common–similar challenges, suppliers, even customers. Exchanging stories is the first step to building a relationship that can help your business grow.
Reinforce an Offline Connection Online, and Vice Versa – Any time that you meet a new contact at a networking event, conference, or even the coffee shop, make sure to also connect with that person online. Reaching out via LinkedIn, Twitter, or Facebook is a great way to thank the person for their time and remind them of a few points from your conversation. The same advice works for online contacts: if you’ve made a new connection through LinkedIn, make the effort to have a phone call or meet in person to explore how you can work together to make each other’s businesses grow. Bonus tip: Make sure your company’s online presence is memorable and professional. Put your logo on your LinkedIn profile, company Facebook page, or Twitter page for a consistent look online.
Always Be Prepared – Make sure that every interaction is productive by being prepared. Have a stack of updated business cards with you at all times, and keep flyers or postcards with your latest offers or promotions handy as well. These critical marketing materials can be made quickly and affordably online with an online business card maker, so there’s no excuse for being unprepared. Even as our social and professional lives move more and more online, business cards are here to stay. So challenge yourself to share twice as many cards as you did last time. It’s also easy to stay on top of your online presence. Prepare yourself before releasing a new product, service, or offer to your customers. Usually when a business does something new, customers can have a fair amount of questions and feedback. Grab a friend or two to man the phones at your business or saddle up on your Facebook messages page to help handle the rush of comments. Releasing new products should get people excited about your business, not get you too stressed out.
Set Up a Next Step – It’s easy to lose momentum after a networking event; they can be overwhelming at times. But all these events can be worthless if you don’t make plans to communicate after the event is over. Make sure you can gather as many business cards as you hand out, and reach out to these people soon after the event closes. Stay on the top of their minds. Set a date in their calendar, whether it’s for tomorrow or two months from now. All of your networking efforts can be worthless if you don’t follow through. You can’t always depend on the other party to set up the next steps. Take control of the situation and make a name for your business.
This article was originally posted to the Business 2 Community Blog by Dena Enos on April 2, 2015.
The Correct Way to Define a Lead
Posted by Rick Pranitis in MARKETING on April 11, 2014
Too often, when marketing leaders sit down with their counterparts in sales to discuss lead definitions, the only factor considered is what sales wants. While this discussion is relevant and valuable, the result is typically one of two scenarios:
“Cream of the Crop” Leads. These leads may fulfill all the requirements of BANT (budget, authority, need, timeframe), but they are so expensive and difficult to generate that marketing exhausts its resources delivering a very low quantity. The ultimate result is a shallow pipeline.
“Do Nothing” Leads. When sales teams lack faith in the nurture process, they ask for demographic-specific leads and for immediate handoff without any marketing TLC. This tactic may be quicker on the front end, but it leads to low productivity, as sales must sift through a high quantity of very low quality leads that essentially necessitates cold calling everyone.
To avoid these scenarios and increase sales productivity, consider the following factors to help sales and marketing define and agree on lead quality:
Demand type. A shared understanding between marketing and sales of the type of demand being created significantly impacts the level to which leads can be qualified.
Sales structure, deal complexity and average selling price. Inside sales teams usually sell lower-priced products, therefore they can handle a higher quantity of lower-quality leads. Field reps target bigger, more complex deals and are rarely in the office, so a lower volume of higher-quality leads is more appropriate for them. Finally, reps who focus on large, named enterprise accounts aren’t necessarily looking for leads from marketing as much as they are looking for sales enablement.
Other lead sources. If marketing wants sales to value and follow up on the leads it delivers, it must have a clear understanding of other lead sources (e.g. partner referrals, customer referrals). This insight can guide marketing and sales to better define the quantity and quality of the leads marketing should deliver.
Time and cost. Everybody knows that highly qualified leads cost more and take longer to generate. Less obvious are the sales costs associated with leads that are qualified too deeply or not deeply enough. It’s best to establish the happy medium up front so you are optimizing productivity on either end.
What is possible. Too often, marketing agrees to deliver leads of a quantity and quality it can’t possibly produce. When defining lead quality, marketing commitments must reflect an honest assessment of what can actually be achieved.
By taking the time to consider the factors described above, sales and marketing leaders have a much better chance of defining lead quality/quantity goals that are appropriate and balanced. Keep in mind that at this stage we are looking for increased accuracy, not perfection.
This article was originally posted by Jay Gaines on the Sirius Decisions Blog, April 4, 2014
How to Cultivate and Harvest Your Leads Effectively
Posted by Rick Pranitis in SALES BEST PRACTICES on March 26, 2014
Businesses often set aside a large budget to generate leads. But they don’t follow up with enough eagerness, vigor or persistence. That’s lead waste, and it’s preventable.
Consider a farmer who has gone to the trouble of tilling his soil and planting, watering and fertilizing his crops, but come harvest time, neglects to pick the crops. After all that time, energy and money, the produce is dead on the vine.
No business owner wants to be that farmer, which is why it’s so important to eliminate lead waste. Evaluate your processes and sales strategies to ensure that not only are you harvesting new leads, but you’re also cultivating them in ways likely to convert them to sales and long-term customers.
The Causes of Lead Waste
You may be losing money and opportunities simply because there is no efficient system in place for following up on leads. Re-evaluating your processes could reveal ways to make more meaningful and lucrative connections with prospects.
Poor communication between departments can result in lost leads. For example, marketing teams are often expected to generate interested customers, while sales teams are expected to convert them. This multi-department process can cause miscommunication, accountability problems and finger-pointing — not to mention wasted budget dollars.
Leads need to be nurtured and encouraged to opt-in — not just by well-crafted automated emails. Phone calls or in-person meetings will provide you with far more information about where prospects stand on your offers, what their financial circumstances are, and what might be needed to convert them into paying customers.
Assessing Lead Waste
It’s smart to establish incentives for your sales team to go after shiny new leads, but don’t forget about existing contacts. Look at how you’re doing with customers you’ve already brought in. This can tell you a lot about where you’re falling short and likely losing money.
Simple reports from your customer relationship management system (CRM) can highlight lead waste in the following areas:
- Leads with no activity
- Leads with no activity in last X days
- Leads with no future activity set
- Lead inquiry date to first lead activity date
Another option is to run reports on the number of inquiries in the past month, the number of introductory meetings based on those inquiries, and the number of opportunities created. Use this information to develop a strategy for gaining traction on lapsed leads.
Preventing Lead Waste
Now that you’ve raked out lead waste, you can work on yielding more sales than before. Here are four ways to do so:
- Establish a clear process to assign, manage and track leads. Make sure there’s a backup plan for every process. Don’t let the system break if one person doesn’t follow up with a contact.
- Research industry metrics and set realistic goals for lead creation and conversion rates.
- Make sure sales and marketing are aligned and playing nicely. Streamline their communication processes and clean house when it needs to be done. If something doesn’t work, say so, and fix it. Avoid finger-pointing.
- Allow for an amnesty period during which everyone who committed a lead-related sin gets a do-over.
Slow Down and Smell the Revenue
Nobody’s suggesting you turn off the faucet for new leads in order to revisit existing leads; you need to do both. Consider splitting your teams in two:
- New/active leads team
- Older/reinvigorating leads team
This division of duty can lend focus to your sales team and ensure that every type of lead is being touched or revisited regularly. And if anyone’s ever suggested that nurturing email marketing is good enough, I can tell you firsthand that it’s not. Our company has made millions in revenue running inside sales campaigns behind failed email-only campaigns.
Before you tell your sales team to chase those new leads, stop and see what actually makes sense. Are you converting when you bring in leads? If not, why? When it comes to marketing, get your people in the habit of having live conversations with prospects. Follow-up based on accurate intelligence gets leads unstuck.
Most importantly, consult your books. The numbers will show how well you’re doing with leads. If the bottom line stinks, it’s time to rethink your approach.
This article was originally posted on the Sales & Marketing Management blog by Steve Hayes on March 13, 2014.
Seven Ways Your Sales Team Can Improve Results with Social Media
Posted by Rick Pranitis in SALES LEADERSHIP on March 4, 2014
Are your salespeople actively engaged in social media as part of their lead generation efforts? If not, they (and your business) are missing out on great opportunities for researching potential B2B clients, building new networks and uncovering prospects by investigating their social media profiles.
Here are seven ways to encourage your sales team to embrace social media:
1. Direct your salespeople to refine their profiles. Start by making sure they have social media profiles on the appropriate channels. The marketing team can help determine where your customers and prospects those platforms. Their profile pages need to attract potential customers. While including the basics on an individual salesperson, the profile should mostly focus on your business and the solutions you offer to prospects. Also include videos, PDFs and links to your business website in these profiles.
2. Schedule time for focused social media activity. It takes discipline to use social media properly (and avoid wasting time watching cat videos!). Work with your sales team to plot out a schedule of focused activity on various social media networks, whether it’s a half-hour a day or 2-3 times a week.
3. Generate content your sales team can use. Back in the day, salespeople handed out brochures or fliers to interest prospects. Today, it’s all about customized content marketing. So it’s up to you to ensure your salespeople can refer prospects to first-rate, problem-solving content on your business website. Not only will this draw more traffic to your site, it also supports the sales team’s efforts to position your business as an industry and thought leader.
4. Promote sales blogging. It’s no longer enough to feature a blog post from your CEO or CMO. Members of your sales team should also be blogging and steadily building a rich network of followers. Encourage team members to think about new ways to focus on prospects’ needs and business challenges by answering common questions that prospects ask in their buyer journey. They should also think and blog more broadly about general industry issues, rather than shilling for your business. Again, focus on solutions your sales team can provide and that will draw more interest from prospects.
5. Keep an active LinkedIn presence. For sales of B2B products and services, LinkedIn is probably the most significant platform for your sales team’s activities. Your individual salespeople’s LinkedIn profiles are the first place a prospect will check out, so as noted above, be sure these are up-to-date and contain the right messaging.
Also, each salesperson should be gathering new LinkedIn connections as frequently as possible. Have them build their network by reaching out to past customers, colleagues in the industry, friends and family members. It’s important to have a robust network of connections as part of your LinkedIn profile.
By joining and participating in LinkedIn discussion groups, salespeople will come in contact with a wide range of potential customers — though it’s important to remember these discussion groups are about specific issues, not a venue for blatant self-promotion. Encourage your sales team to answer questions that demonstrate their problem-solving knowledge. An interested prospect will often follow up, on their own.
6. Use Twitter to make connections and follow trends. The businesses and prospects you want to connect with may be tweeting. Shouldn’t you and your sales team be listening? Twitter offers a wealth of opportunities for staying abreast of industry trends, which can in turn help your team anticipate future sales opportunities. Once your salesperson has become comfortable on the platform, he or she can reply individually to a prospect’s tweet, thus initiating a one-on-one exchange which turns a cold lead into a warm one.
7. Have a vibrant Facebook presence. Your business should already have a Facebook page. From there, encourage members of your sales team to create a Facebook group that relates to your business offerings and invite people to join. Once the group starts talking, there’s always an opportunity to send targeted messages to individuals within the group and get the sales process moving forward.
Being active in social media isn’t a substitute for picking up the phone or firing off an email to prospects, but it represents a dramatically different way of cultivating leads and enriching your sales pipeline.
Five Ways B2B Companies Can Generate Leads on Twitter
Posted by Rick Pranitis in SALES BEST PRACTICES on December 9, 2013
Many B2B businesses have a Twitter account these days, but simply being on Twitter is not enough. If you or your employees are going to spend time using social media networks, there have to be objectives and it has to work for your business.
It’s fine if you want to use Twitter as a news publication feed – but there’s so much more you can do with it as a B2B communication tool. Why not use Twitter as part of your new business strategy? If it’s not going to help your business grow and develop, then you’re really wasting time. Get your new business development team involved with planning your Twitter profile. You can also find out their tactics and make sure social media is integrated and woven in to really work together.
Twitter works best when there’s some level of personalization and chat. As well as a news feed, Twitter acts as an introduction service essentially, as it is so easy to connect with people. There’s an old adage that says products don’t sell, people sell. So use Twitter for the communication tool that it is.
Here’s five tips on how to be more effective on Twitter and in turn increase the number (and temperature) of leads.
1. Give your organization a face: Let people know who they’re talking to instead of a faceless organization. Having a corporate account is important, but it’s very hard to hold a conversation with someone if you don’t know who you’re talking to. Add the personal Twitter handles of those who are talking into your bio, so people know who you are, and can also follow your personal accounts.
2. Share content to drive people to your website: A varied content schedule should incorporate a mix of updates, interesting articles as well as company news. However, make sure you create and post content which gives people the opportunity to visit your website or specific landing pages.
This can be via blog and news posts, new sections or products which have launched or anything else of interest to your customers.
3. Mention people you have met: People like being mentioned on Twitter – it starts conversations and you get to know people and they get to know you. If you’ve been to a networking event, conference or meeting, give the event and anyone you’ve met a shout out and cement the contacts you’ve made.
This reminds people who you are, gives them your contact details and can often lead to further communication and a meeting.
4. Use Twitter to create warm leads: Your new business development manager could sit down and plow through a lot of cold calls with relevant businesses but this is really a shot in the dark. However, if you start connecting with other businesses and other business people through Twitter, this is a friendly way to introduce your company and start to form a relationship.
Start to follow any people or businesses you think have new business potential. You could mention a blog post they’ve written or comment on some of their business news – anything that opens a conversation. They key is to start that conversation, not start a sale.
5. Assess your progress regularly: It sounds simple, but this is something many companies forget to do. You need to decide on some objectives and metrics to measure these objectives. These might be to increase relevant followers by so many every quarter, to set up a certain number of business meetings and achieve a certain number of click-through hits to your website.
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.This article was originally posted to the Social Media B2B Blog by Carolyn Huges on September 23, 2013.
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Leveraging Social Media for Your Offline Business
Posted by Rick Pranitis in GENERAL DISCUSSION on September 2, 2012
Social media is important for all businesses, whether they are bricks and mortar businesses or online Internet-based businesses. There are many offline businesses that can effectively leverage social media to strengthen and grow their businesses in creative and effective ways.
Many of the popular social media websites, such as Facebook, Twitter, Google +, and Foursquare are capable of engaging local customers, increasing the popularity of your business and boosting your sales. There are many ways that an offline business can use social media to its advantage:
- Exciting and high-quality online presence: Once you have created profiles on the various social media websites, you need to update them on a regular basis. You should pay close attention to comments from your customers so that you can respond to them, publish new and interesting content, and continue to form new relationships and maintain existing ones. The more you update the status of your different social media, the stronger your business’s reputation will be.
- Get the whole company involved: If you have a staff, allow them a certain amount of time during their workday to post updates on your business’s social media websites. This is an excellent morale booster and your staff’s involvement will strengthen your marketing effort and increase your business’s online exposure.
- Social integration: Ask people to “like” your offline business on Facebook and follow your offline business on Twitter. You can then promote the social integration on your business receipts, signs and invoices so that your existing customers will want to jump on the social media train as well. You can also ask your customers to check in to Foursquare or one of the other geo-location applications once they arrive in the general proximity of your store offering them special promotions enticing them come in.
- Scope out the competition: Depending on what sort of business you have, you may or may not be heavily involved with social media. Always remember to stay on top of what your competition is doing by reading everything that they post. Remember that you and the other businesses are always fighting to stay on top.
- Strengthen the sense of community: the relationship that you should have with your customers, whether the relationship is online or offline is one that makes them feel like they are family (or, at the very least, very close friends). The way to achieve this is by having live events at your store as well as events online. You can promote your community and your business at the same time and people will begin to feel as though they belong at your store and that you want them to be there.
- Don’t do too much and become overwhelmed: If you don’t have any help in managing your social media platforms and you try to do it all by yourself, you may find that you aren’t doing it well. Be selective in your choice of social media channels and make sure that you go for quality over quantity.
- Guard your business’s reputation: Are you aware of what your existing customers and potential customers are saying about your business, products and services and brand? Pay special attention to the comments that people are posting online. It is also a good idea to set up Google alerts and to immediately handle issues as they occur. This is your chance to show people how much you care about them. Help them to solve their problems and address whatever concerns they have.
- Exercise patience: Remember that it takes time to see significant results with social media when it comes to the success of your business. Always remember that your hard work will definitely pay off and the more relationships you build and the more you interact with others, the more interested other people will be in connecting with you again and again.
- Reciprocate: When you post content online and you receive comments, not only is it important to respond to the comments but it is also a great idea to share other people’s posts if they hold value for your connections. After all, the idea is to enhance the experience of your online connections.
- Giveaways: You can use social media to give away free products from your store. There is a guarantee that that will attract attention and people will want to interact with you and will want to be the first to know when you introduce new products and services.
Conclusion
If you use the tips that are discussed here, your offline business will become more and more successful and more and more people will want to connect with you and will want to buy what you are selling.
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This article was originally posted by Michael Cohn in the CompuKol Connection Blog on November 25, 2010
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Why BANT No Longer Applies for B2B Lead Qualification
Posted by Rick Pranitis in MARKETING on August 28, 2012
Today’s buyer has unprecedented access to information enabling them to make informed buying decisions, short lists and determine the best fit for their needs without ever speaking to a seller. In fact, recent statistics from Sirius Decisions and Selling Power state that more than 50% of the buying process is completed before a buyer ever engages with a vendor or a sales rep. We are smack in the middle of marketing 2.0, a more “modern” way of marketing that makes BANT (Budget, Authority, Need, Timeframe) no longer effective for several reasons.
This being the case, one has to wonder why many organizations (especially sales people) still want to include BANT as part of their early stage lead qualification criteria? Don’t get me wrong – I do believe that in any sales process a sales rep should discuss these key criteria with their prospects. However, this should come later in the sales cycle, once the sales rep has defined some kind of relationship.
Here are a few reasons why BANT is not relevant for lead qualification:
Traditional Buying is Dead
Not long ago DemandGen Report ran a research report focused on the B2B buyer. One of the questions was as follows – “Did the buying path follow a traditional path where budget was established, criteria outlined, and then an RFP distributed to a pre-set list of solution providers?” No surprise that 83.3% of B2B buyers answered “no” to this question, a signal that indeed the traditional ways of buying are a thing of the past. Now think about these 83.3% in terms of BANT – while they were in the buying process, all would have been disqualified because of not being able to identify budget.
Buyers Lie
I’ll be honest – I’ve answered the budget, need and timeframe fields on a form simply to gain access to the information being offered. If it is a required field, do buyers have a choice? In a recent study, only 29% of B2B buyers said they “always” supply accurate information on custom questions on a web form. This means that 7 in 10 are lying about that information and that includes BANT. By requiring BANT in the early stages of the qualification process, you are inducing false-positives and leaving the buyers no choice but to provide information that is inaccurate. It is no wonder why Tony Jaros of Sirius Decisions stated, “B-A-N-T are the four most dangerous letters in B2B marketing.”
Implicit is far Better
I recently spent some time with a sales team developing their lead qualification model when the discussion of BANT arose. As usual some were for it and others had some serious questions. The EVP of Sales broke the tie when he stated “if we can get the right demographic criteria and understand how they are behaving and interacting with us, I will leave it to my rep’s to help them build the business case, show the need and help their prospect get the needed budget.” Case closed.
What this EVP of sales understood is that speaking to the right person who has shown through their “digital body language” that they are interested and have a potential need, is far better than having one give a criteria that could be faulty. This underscores the need for a well-defined lead qualification process between marketing and sales based on implicit and explicit criteria. Ultimately, this will produce a much more qualified lead than BANT.
Group Thinking
One of the other key characteristics of the B2B buying cycle today is that buyers purchase in groups. Very rarely is there one sole decision maker who approves buying decisions. The need to appeal to and message to a buying group including all levels of management is vital. As a result, each of these group members will have a unique perspective on the buying process and this perspective cannot be identified with BANT as the qualification barometer.
While we have entered this new age of modern marketing and moving away from traditional means of qualification, this is not something that marketers should dread. This change is good! It allows us to better identify our buyers, provide better information to sales and deliver more relevant content to our buyers enabling them to make a more informed buying process.
If you have not killed BANT in your lead qualification process, do it now. Start smart and begin focusing on the buying signals and behavior to get a more qualified lead and ultimately more conversions for sales. BANT is dead!
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This article originally appeared in The Annutas Group – Lead Management Outlet Blog on August 28, 2012.
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Smartening up your message as part of your sales strategy for success
Posted by Rick Pranitis in GENERAL DISCUSSION on July 17, 2012
This article was originally posted on the ‘EyeOnSales’ website by Colleen Francis – February 24, 2012.
I think it is dead-on correct and worth re-posting and sharing here.
How do I help my sales team sell more and be more successful? It’s a question that’s never far from the thoughts of many managers and executives these days.
Yes, there are a host of proven lead generation, prospecting and follow-up techniques that can make a real difference in your organization—and I talk about these often in my sales training sessions and webinars.
That’s only part of your solution though. In fact, that’s the second part. The first part of the equation involves personalizing your message, thinking smart and going beyond trust—creating winning conditions that you can later capitalize on.
Thinking personal.
You can’t sell very well to people who either don’t remember you, or can’t remember why they bought from you. Today, all selling is personal. Even in enterprise situations.
To be effective at being personal, however, you have to have to be ready to scale some walls. It’s a busy, noisy world out there, and odds are good that your customers filter out as much of it as they can. Who can blame them, given all the impersonal messages and wooden pitches that inundate inboxes everywhere?
Being personal sells because it transcends the act of selling. It requires a regular, thoughtful investment of your time to do this properly. It also happens to be what will set you and your team apart from those who still treat selling purely in transactional terms.
Thinking smart.
To be effective at being personal, think smart. You have to provide something that people want and can find useful in their own work. It can be a highlighted extract from a brand-new report, new research on market behavior, fresh data on a subject that matters to your audience. It can be a link posted on Google+ to a brand-new blog post, or a tweet. Or it can be a free webinar or podcast on a subject that provides a solution to a problem they are struggling with.
Just make sure that there’s substance to it. You are the subject authority.
No audience has to look hard to find run-of-the-mill tips or fact-free opinions. What they value is unique insight, validated by other subject matter authorities. Andrew Rashbass, Chief Executive of The Economist magazine (which has nearly doubled its profits since 2007) recently observed a growing phenomenon in the marketplace, which he calls “the mega-trend of mass intelligence.” People, he says, are “smarting up” rather than “dumbing down.”
That trend should be on your mind and that of every member of your sales team as you brainstorm for ways that you can provide better, more personalized value to your customers and prospects. Companies want to do business with thought leaders and industry experts—not sales people. Now is the time to start creating high-value content that sets you apart from all the other vendors.
Marketing consultant Simon Sinek argues in his book, Start With Why: How Great Leaders Inspire Everyone to Take Action, that “people don’t buy what you do, they buy why you do it.” When you take the time to be an authority on something and share it with others, you’re making a powerful statement about why you are in business. Work hard to show that what matters to you is also what matters to your audience.
Beyond trust.
For the last several years, there has been much talk about the need to forge trust with your customers as part of winning more sales.
Trust isn’t enough.
In fact, trust is an outcome. You can’t buy it. You can’t demand it. You only can earn it. Therefore, look carefully at the ways in which you go about earning that trust. That’s where people are paying attention and forming opinions.
What I see in the marketplace today—backed by the winning habits of the top salespeople across the full range of industries—is that people have an unquenchable thirst for knowledge. They are looking to work with those who are experts in their subject area and who are prepared to share what they know. What you have to sell to them—while important—is secondary.
An opportunity of a lifetime.
Being in sales today is an opportunity of a lifetime. Don’t let anyone tell you otherwise with their gloomy forecasts on what they call a bad economy, which is just a form of shorthand for making excuses for failure. There is a $61 trillion dollar global economy out there, populated with more people than ever who are in a position to buy your products, services and ideas.
Many old barriers to entering the marketplace don’t matter anymore (e.g., distance to market). New barriers, such as attracting and sustaining your audience’s attention, are entirely solveable.
The question you and your sales team need to ask yourself is why are you in business? Where does your passion live? How can you showcase that passion and the knowledge that comes with it and share it with your audience? Answer these questions, coupled with the time-honored, field-tested methods that we talk about so often at Engage to immediately improve your sales results, and your team will be hitting and surpassing sales targets like never before.
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