Tactical B2B Sales Prospecting Tips
Since then content analysis techniques have enabled me to mine gems from corporate annual reports which have served me well to ethically access C-Suite deciders.
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Becoming an excellent value-adder of insightful information sought after by C-Suite occupants requires sweat equity plus the application of disciplined rules.
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Decisions, formerly delegated to mid-level operations managers are now being made at the top or executive level.
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I have received many requests to share effective techniques for gaining repeated, ethical access to C-Suite decision-makers, so this is our 2010 starting point.
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Toastmasters International training is the best investment to develop one’s communications skills. Once one becomes a chapter member, they will have the opportunity to learn, by doing, which is the most effective way to anchor their newly acquired learning skills.
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Having a website which features quantified testimonials and very specific program benefits enables one to sell very effectively when cold-calling, since an electronic brochure is a timely tool.
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In our Age of e-mail and v-mail, this is proof snail-mailings thoughtfully executed can very effectively set the stage to enable sales professionals to ethically access decision-making prospects, on the first phone call.
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Here is the true story of one small business owner who demonstrated the guts to grind it out and succeed in this tough 10 month economic period. He did it without any fanfare or government handouts.
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In 2006, I discovered a process for opening doors, minds and hearts. It is the single most effective component for ending cold-calling described by some as the scourge of the selling profession. Since then, I have created dozens of greeting card-based direct mailing campaigns that have achieved double-digit sales-buster results.
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Using greeting cards as a solicitation tool isn’t new. What is new is a lesson I learned as a result of conducting a 2006 Test Mailing. The Lesson: mail 3 funny message cards over 15 days to decision makers. Then, place a phone call within 4 days of their receipt of card # 3.
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