Category: Prospecting

Have You Provoked A Client Lately?

By Philippe Lavie

How do you feel these days as a Chief Sales Officer (EVP, VP, or Director with sales management responsibilities) when most of your top producers (and the rest of the selling team) no longer can access senior executives using traditional methods like phone calls, emails, text messaging, and all the other gimmicks we all have used in the past, resulting in longer prospecting cycles, longer sales engagements, and lower returns per reps? How frustrated are you with these situations where predictability in sales revenue has dropped by 25% or more for no apparent reasons? How frustrated does it make you feel when you hear over and over during sales meeting and weekly territory or activity reviews that your prospect has no budget for your solution, that it takes longer than projected to complete a specific selling stage, and that the level of competitiveness or control your sales team once had, no longer exists. Your sales organization has options to deal with this situation: establish a customer-focused selling organization and implement referrals selling while, at times, provoking your customers.

Hurt and Rescue: Creating Alignment with Prospects to Increase Sales

By Philippe Lavie

Ever tried to tell your spouse or partner what they need to do for you in this kind of a way: You need to do this for me… and you need to do that for me… and you need to do this third thing for me… This enhanced with you pointing your finger as you tell. How long do you think it will take before (s)he tells you what you can do with your need request? The fascinating thing for me as a sales enabler and optimizer for private and public companies is that this is still one of the most common behavior and conversation (tell-versation would be a better term) happening today between a seller and a buyer. Is there a different way to have a true conversation between these two parties that would facilitate real value exchange and that increases sales for your organization? Download this WP for more insights.

Cold Calling

By Philippe Lavie

Cold calling has always been for most of us a very painful, dreaded, and unappealing selling task. Many of the sales people we work with prefer to sit on a cactus in the desert than to spend 5 hours a day “dialing for dollars” as the old say goes. It was a necessary evil for many years and those who mastered it were rather successful. Quantity of calls made became the norm that was easily correlated to the number of sales closed. But today the world of selling has changed. It has become a buying world with the empowerment of buyers that do their own due diligence and that drive the purchase. So what’s up with cold calling now? Where does it fit within the prospecting methods a sales person has at his or her discretion? Is there something organizations can do to ease the pain and more effectively provide qualified leads to its sales people to mitigate their incredible resistance to cold calling? Is cold calling still alive or have we seen its death? May be, just may be, cold calling has evolved and sales people need to adjusts to its new reality? Download this WP to get an update on the telephone as a selling tool.

Building A Sales Pipeline

By Philippe Lavie

Inbound calls are nice. The perception is that they make the life of a sales executive easier. Interest has been expressed; the prospect must be ready to buy. Well in today’s world, the answer is not really. Inbound calls are the most competitive, time and resource consuming lead generation opportunities. So how do I get prospects that are not looking (the real market opportunities are there) for the “things” I am offering to start looking? The most effective way to build one’s pipeline is to engage in a five to seven touch-point campaign combining direct mail introduction, followed by phone calls, in a very specific sequence. The thing I don’t understand is that most sales reps know that sequence, but most sales reps will also stop doing it if they can find any excuse to use their time somewhere else. So where do we start? Download the white paper for more information.