|
 |
SalesNote |  |
|
|||||||||||||||||||||||||||||||||||||||||||||||
Prospecting 2.0 - Why and How
For salespeople perhaps that is reason to be
troubled. In the sales arena, it is well established that
cold-calling and prospecting are the least favorite of
selling activities. But for good reason these actions
will never really go out of style. Yes, the calls can (and
should) be warmer with appropriate and calculated
multiple touch-points, and the contacts can (and
should) be better targeted and pin-pointed. But what
else is new?
We see this paralleled in sports. For instance,
baseball and golf equipment today allow for better
play and higher performance, but the game still needs
to be played. Good practice, coaching and
skill-building produces wins, records and
championships.
No, prospecting and cold-calling will not soon go
away. They are simply fundamentals in sales that
are
evolving and can be optimized for the modern era.
Accept it and get comfortable with it. Be the ball.
MXL Conducts "4 Keys" Webinar for
EMEA This webinar covers the following:
Measure Your Activity Metrics When asked how many new prospecting calls the Inside Sales team made each day, the Director of Sales of a client firm proudly stated that everyone on her sales team made 40 calls a day. When I asked her how she knew that, she stated confidently that "she hears them" as she sits in the bullpen with them. "They all know that 40 calls is the number of calls they need to make and that's what they do." Oh, really? This is a common reaction to classic selling activities across organizations. Some manager at some point in the past has declared a number of, you name it, phone calls, demos, meetings, proposals, mailings, etc., etc., that the sales team is to make each hour, day, week, month, or quarter. That becomes the magic number or mantra for the sales organization for a range of time until someone comes along and changes it or challenges it. Many firms and reps don't know just how valuable these metrics actually are, but often they become unrealistic, onerous, or useless hurdles at which the team winks or rolls their eyes...
Four Levels of Sales Process
Modernselling.com talks to MXL's Michael
Griego A high-achiever from the word go, the former IBM sales star cut his teeth selling books door-to-door in order to pay his way through college. In the summer holidays from his English literature degree at Occidental College, Griego learned his trade knocking on doors at the rate of 60 a day, six days a week. 'It really taught me about sales,' he declares. 'It was definitely tough. We hit the first door at 8 am in the morning and we'd leave the last house at 9.30 at night...' (After earning an MBA at Stanford, he is) now president and founder of Silicon Valley-based sales training, consulting and management services firm MXL Partners, Griego has had a successful sales and management career with firms like IBM, StorageTek, Gartner Group, Intelliquest and ...
Fear and Action
|
|||||||||||||||||||||||||||||||||||||||||||||||
 |
 |
