EP Huddle #50
Engaged Prospect is often asked two questions regarding contact lists and leads. 1) People mistake our work as an inside sales outsourcing company as simply giving our clients a list of contacts that they can call and try to sell to. That's not what we do. Learn More. 2) We're also asked, "how do you get your contact database to prospect for new business for your clients (or for yourselves)?" Here's how.
Building a contact list and finding the right targets is one of the most important things a company can do for its salespeople. Many companies require the sales team builds a list themselves. While this is sometimes the only way to generate new contacts, this activity is also a time commitment that takes salespeople away from having conversations and selling.
Here are six tips for generating contact lists to help drive conversations and new business.
As a team:
Discuss with your marketing and IT teams how you can better develop contact lists for your sales team. Talk with your sales team about their own contact generation. Ask them how much time they're spending "harvesting" leads from online websites. If the answer is more than 10% of their time, you need to implement the above six steps. Too much time away from actual selling is costing your company a lot of money.
EP Huddle #47
The sales process is one of the most critical aspects of a successful sales team. Yet, it's one of the most overlooked parts of the planning process. New companies don't know how to build their sales process, and established companies don't spend the time, thinking they have it all under control.
Here are 4 very important things to consider regardless of whether you work in a startup or an established company.
As a team:
Does your sales team always hit its goals? Is it hard to get your reps to have enough conversations with prospects? Are all departments in your company working towards a common goal of increasing revenue and profitability? Do all of your customers implement smoothly, and stay happy and committed customers for a long time?
If any of these questions resonate with challenges you see each day, review these steps and talk as a team. Contact us to talk about your sales process and see if we can help.
EP Huddle #37
Many companies consider hiring an independent consultant (independent sales reps) to help grow sales in a certain sales territory or channel. This option can be effective, but it also requires certain fundamental understanding of strengths and weaknesses of this model.
Here are a few things to consider when considering working with an independent consultant.
Note: To avoid potential confusion, Engaged Prospect is not an independent consultant, though we've worked with many in previous business roles, and engagements. We are an inside sales and marketing outsourcing company. The below ideas do not represent the strengths and weaknesses working with a firm like ours.
Working with an independent consultant:
As a team:
What other key issues must be addressed before hiring an independent sales rep? If you're planning to work with an independent rep, how can you structure it so you have visibility and understanding of their work? How will you craft your agreements so you can maximize on their relationships (and pay for it), and also build a longer term strategy for success even if you're not partnered long term?
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