Old Dog…New Tricks for Profit and Fun with Sales Prospecting at Warp Speed!
I am back after an 8-month absence of NOT posting to this www.salesprospectingtips.com blog. Friends called my wife to hear if I was MIA, DOA or just retired. None of these was the case.
FACT: I made a choice and instead of posting to this blog, I chose to add clients and get busy and very profitable, again. Thanks to BO (Barack Obama) my business dramatically improved.
Tactical sales consultants, like me, prosper in hard times. Why? There are several reasons. First, when low hanging fruit falls off the tree and rots on the ground, prospective b2b clients have to re-invent their sales prospecting process or face the grim reality of downsizing or worse yet, shutting their doors. New customers just stopped falling into their doors. Suddenly, and I do mean suddenly, the phones stopped ringing and the sales lead pool dried up. Nothing they tried seemed to work. Coupons, Special Sale Direct Mailing Campaigns, Deep Discount Incentives just did not improve their sales or fatten their margins.
Fewer and fewer sales leads trickled in. At first, many small business owners thought it was a temporary bump in the Economic Road. You know, new Political Party and President in power. In September 2010, we all learned the truth. The System was broken not just seriously flawed.
We came dangerously close to a repeat of the 1929 Great Depression. The Stock Market took a kamikaze-like dive and dominos began to fall in alarming unison from Wall Street to Main Street. Wall Street’s big names started bleeding red ink and pink-slipping thousands of employees. Countrywide Mortgage collapsed and homes stopped selling. Foreclosures became the norm and abandoned homes with unkempt yards dot our neighborhood landscape.
Even in my small neighborhood For Rent, signs are common. First, it was the retail lumberyard just 2 miles from home at the corner of Tubbs Street and State Road 50. The chain link gate was locked shut at noon when I drove by on my way to pickup my mail. Their lumber bins and parking spaces were empty and just like that, 32 employees joined the growing mass of America’s Unemployed. Next, it was the corner gas station with its locked gas pumps and next to it, the motorcycle dealership was “under new ownership”.
Business owners I had not heard from in years were suddenly inviting me to lunch. You know, to pick my brain for the price of a burger! I am not a lunch bunch guy. Not then and not now.
Next time I post, I will begin to tell you what I have learned about “Sales Prospecting at Warp Speed” and how you can make the most of the new technologies to prosper again.
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