Sales Chat, Stories, Shared Ideas. This is Your Page - Go For It!

Marc Grossman

LinkedIn Premium Posted 10:29 AM on 06/22/12 - 

Hi all, I was wondering if the upgrade to LinkedIn Premium was worth the $240 a year. If you have or are using it what benefits have you seen over a standard account.

mscott

follow up Posted 7:50 AM on 06/21/12 - 

How often is to often to follow up with a b2b prospect?

Tony Denson

How often is to often to follow up with a b2b pros Posted 1:22 PM on 06/29/12 - Reply to this post

I read recently that 2% of the sales were made on first contact only. McGraw Hill studied the behavior of sales professionals (10,000 of them) across a range of industries and here's what they found: 48% of sales people NEVER follow-up with a prospect (astonishing isn't it!) 25% make a second contact and stop... 12% make a third contact and stop... and a puny 10% of sales people make more than three contacts! The same study found that... Just 2% of sales are made on the first contact; 3% of sales are made on the second contact; 5% of sales are made on the third contact; 10% of sales are made on the fourth contact; and a WHOPPING 80% of all sales are made on the fifth to twelfth contact! Sooo if I do the math I think I know where I want to be What about you?

Marc Grossman

How often is to often to follow up with a b2b pros Posted 8:37 AM on 07/13/12 - Reply to this post

The irony is the sale is usually made on the 3rd call!

ljgreenfied

back in sales, Cold Calling Posted 11:11 PM on 06/18/12 - 

Hi Everyone, I was just hired for a new sales job and it is 100% cold calling. I will working for an AC/heating co selling preventative maintenance, and other things. Basically my job is to sell the appointment and the outside rep will finish the sales call. I have been out of the work force for a few years and I am a bit rusty. Please any suggestions on how I can get my foot in the door. I want to make a good impression on my new employer.

Joe

Cold calling Posted 12:15 PM on 06/19/12 - Reply to this post

You were hired. You obviously made some sort of impression on your employer. Don't rest on that laurel. Your employers is asking himself: "what will he do for me next?" Get on the phone and begin. Introduce your prospects as to who you are and the company you represent. State the purpose of the call. Let them know you'll be respectful of their time. Ask for permission before you move to your open ended questioning. Be polite. And use their first names if you have them. "John, you requested some info from our company recently....may I ask you a few questions that might help you determine the first step for your needs?

Tony

Back in sales Posted 9:36 AM on 09/10/12 - Reply to this post

I realize this is an older post but thought iI would respond anyhow. I have been working in the HVAC field for 29 yrs the last 6 strickly in outside sales and what i've learned is when it comes to lead generaters, the good ones know how to ask questions such as the best time to meet with the decision makers. The reason being I know you get paid per lead but you make alot more on sales, so it helps both of us to get as much info as possible, if a person sounds old and grumpy let me know so I'm prepared for that when I hit the door. Really when I get that info i'm able to close alot easier which means we both make money. Generater are my best friend. Hope this helps and good luck Tony

GGX

Using Social Media Properly Posted 11:28 AM on 06/14/12 - 

I am new to sales but I am convinced that cold calling is ineffective for the most part. I am trying to take new spins with social media and focusing heavily on LinkedIn and Twitter. I would like to know how people are building pipelines off of these sources. I have had people looking at my LinkedIn profile but I don't know how to try to connect with them since I don't know them. I've explored the option of a premium account to use the InMail feature but you only get so many of those. So how are salespeople connecting to people they've never met using social media? I feel awkward inviting someone to connect with me when I have had no contact with them before, or they are out of network.

MamaR

Reply Posted 1:39 PM on 09/13/12 - Reply to this post

www.marketingzen.com should have the answers you are looking for, good luck :D

Junior

Prospecting Posted 9:58 AM on 06/02/12 - 

I work in car sales and I would like to know creative ways of prospecting new clients.

Perry White

creativfe ways to prospect Posted 6:47 PM on 06/19/12 - Reply to this post

Junior, Become friendly with body shops/collision shops near you. Join a networking group. Talk to your manager about getting orphan customers. please e mail me directly so I can give you some additional information

CY10L

Help with motivation Posted 3:32 PM on 05/30/12 - 

Hi everyone. I have a bit of a dilemma that I'm looking for some suggestions on. I have been with the same company for 5 years selling cars. There was a time I was in the top 20 of all salespeople on the West Coast. I would routinely sell 20 units per month. Over the past couple of years, the corporation has become exceptionally "corporate," if that makes any sense. Multiple things have just been causing my motivation to wane, and it just seems like it's sapping me dry. There are new "rules" in effect, many of which I feel are not beneficial to my customers, and certainly not me as a salesperson. Micromanaging has become prevalent, and it feels like the customer is no longer the focal point of the job. Without that customer, my company would not exist! I am finding it very difficult to regain that lost motivation and get back on track. When you begin to feel the way that I feel, what do you do? How can I get that charge back???

James A

RE: Motivation Posted 9:23 AM on 06/05/12 - Reply to this post

CY10L - companies have really over complicated things over the last several years. The initial reason for doing so was good - business intelligence, backend transparency, empowerment. However now we're faced with a steady stream of endless documentation and numbers justification for nearly any position we do. Quantifiable metrics - "what makes X salesman better then X?" My advice, take a week or two off and seperate yourself from everything that is of no immediate value to you (family, location, whatever). Get a fresh perspective on everything and figure out if you can still make it all about the customer while jumping through whatever corporate red tape you have to. There's a balance that will sit with your soul. Find it.

James

Kick your own ass Posted 4:52 PM on 07/12/12 - Reply to this post

As Jeff would say in his RED BOOK! KICK YOUR OWN ASS! No one else will do it for you. Decide if that is where you want to be and do it to the best of your ability!

 

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