Get ready for a month of hard-core sales effectiveness tips beginning with the topic of prospecting all next week.
Until then, as it is Friday, enjoy a few tools to help you in your fall “back to sales focus” routine:
Track your sales opportunities – use the industry giant Salesforce.com or other web-based tool. Note to small business: Now is the time to get rid of your shoebox / index card / manual system and at least LOOK into how you can get more automated in this area, because the benefits are so great. There are many other web-based tools for tracking customers and prospects Pipeline Deals, Etelos, and Entellium to name a few – just make sure you can see what stage of the sales cycle each opportunity is in.
Get a good source for lists – such as Hoover’s www.hoovers.com
Have good marketing and copy writing support. A great copywriter in my neck of the woods is Chris Haddad – he cracks me up, and could add spice to your promotions, offers, and marketing collateral. Oh, and he blogged today about the new Microsoft commercial with Bill Gates and Jerry Seinfeld – funny. There are lots of options here – just make sure that once you are prospecting, you have something of value to say and a great offer to give.
Stock up on protein bars and plan for 10 minute power breaks while you are in “prospect” mode.
We’ll talk next week about why people don’t prospect well, and why they don’t follow up enough.
Think about a blended approach to prospecting – warm and cold prospects, phone, web, and mail contact.
Rest up this weekend and the fun starts on Monday!