Developing a Killer Selling Strategy and Bringing In New, Quality Prospects
Although the value of formal sales training is known to most organizations, managers can often observe a lack of follow through after attendees come home from those pricey seminars. This doesn’t mean that they didn’t learn anything — it could simply indicate that these newly-trained salespeople “know the notes but cannot play the tune.”
What this means is that while a salesperson might have learned skills in presenting, handling objections, and closing, she might still be lacking a personal selling strategy to put it all together and make some beautiful “music.”
If you find yourself in this situation, here are some quick tips to help develop a selling strategy to bring in new, quality prospects and get them involved with your business.
Research comes first
While you don’t want to spend the entire day in front of a computer, a couple of hours spent online locating and researching new prospects and their companies will pay handsome dividends. Some areas to explore include:
- Company and personal websites
- Blogs
- Trade websites
- Business databases, such as Zoominfo.com and Hoovers.com
- SEC.gov for public filings
- Social Networking: Facebook, Twitter, LinkedIn
- For longer term sales processes, consider setting up a Google alert with the decision maker’s name and/or terms related to their business, which will notify you whenever something relevant hits the Web.
- Company gatekeeper, such as a receptionist
- Golfing buddy
- Mutual vendor
- Personal friend