How to Find More Sales Opportunities (without Cold Calling)

Posted by Dave Kurlan on Fri, Jun 19, 2009 @ 05:06 AM

The two biggest problems for most companies right now, in this economy, are delayed closings and not enough new opportunities.  I've tackled delayed closings, so today, with a little help from my friends, I'll tackle not enough new opportunities.  I mentioned in my last post that (most of) you need three times more opportunities than ever before to make up for the late stage opportunities that aren't closing right now.

Rick Roberge, The Rainmaker Maker (did you ever click the link up top to read the Rainmaker Maker Blog?) was my guest on the most recent episode of Meet the Sales Experts.  Rick has had quite the sales career and your salespeople will find this show quite helpful.

Here are some of the highlights from my interview:

Rick talked at length about several additional ways to find new opportunities but stressed that they are all supplements - not replacements - for cold calling. Among them he included:

* Blog
* Hang out where they hang out
* From people who will say nice things about you or your company
* Someone else's customers
* Orphan accounts
* Centers of Influence
* Networking

 

Speaking of Networking, Rick's shared his Secrets to Successful Networking. He said the biggest mistake salespeople make is that they do not follow up!  He said it is not part of their plan and he gave this formula for Networking Success - 2x2x48.  Listen to the show to hear what that means!

Rick discussed the lessons he learned about rejection from his early days in sales.  You see, the biggest obstacle he had to overcome was his shyness and since he still battles that problem to this day, he not only knows how to get around it, he shared it on the show.


Rick's view of successful selling boils down to this point: "It's not ever about you, your company, or the owner.  It's what your prospect needs.  Until salespeople make it all about the customer, nothing happens."

Rick also shared his Rule of Low Hanging Fruit, his Magic Sales Lesson and his concept of Clique Selling, which he learned about in B2C sales but he says still applies to B2B sales.

So while a major emphasis in sales development is to make salespeople more effective on the phone, there are other things you can have your salespeople doing to find more opportuntities today.

On the next edition of Meet the Sales Experts my guest will be Sales Development Expert Casey Coffman, CEO of The Coffman Group. Listen in on Thursday, June 25, at 1 PM ET. Click LISTEN LIVE. If you can't make it, check back after June 27th and click this link.

(c) Copyright 2009 Dave Kurlan

 

 

Topics: Dave Kurlan, sales, selling, Salesforce, Sales Force, sales lessons, improve sales, sales tips, Rick Roberge, Rainmaker, Rainmakermaker, networking

How to Hold the Sales Team Accountable Under New Rules of Sales Engagement

Posted by Dave Kurlan on Wed, Jun 17, 2009 @ 09:06 AM

If you read yesterday's post, there was a comment from Teicko who asked how you can hold the sales team accountable under these new rules of sales engagement where you must work three times harder, three times longer, be three times more effective and have three times more opportunities in the pipeline to get the same results as you used to.

How?  Hold them three times more accountable.  Three times more often, inflexible on three metrics (like new appointments, new opportunities and new qualified), and be three times less forgiving (quicker to consequences and the consequences three times more severe).  Let them know that excuses, especially those referencing the economy, won't be tolerated.  Perform or be among the soon to be 10%ers.

I'll be interviewing Rick Roberge, The Rainmaker Maker, today (6/17) at 12 Noon ET on Meet the Sales Experts.  Rick will be discussing Finding More Opportunities.  Listen in (click LISTEN LIVE) or visit the archive (click the 6/17 show) after 6/19.

(c) Copyright 2009 Dave Kurlan

Topics: Dave Kurlan, Salesforce, Sales Force, Sales Accountability, Rick Roberge, Rainmaker

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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