February 2019

Cold Calls & Newsletters as Business Strategies

Consulting client 

Cold Calls

We describe cold calls as a “push” strategy, meaning it may be viewed as obtrusive. However, if you are able to get your initial message out quickly as to why there is value in them listening to you, you are golden. Grabbing their attention is step one, but the key to successful cold calls is keeping the focus on how they can benefit from your product or service. If you do this correctly cold calls can get you faster results than most other marketing methods.

Approaching cold calls can be daunting at first. It’s always important to open with your name and where you are calling from. Don’t ask them how they are, but instead state why you are calling right off the bat. Be concise, express value, and create interest so they continue to listen. The two most important pieces of this whole process are reaching the right people within the organization (determining your target audience) and developing a benefit statement that is compelling...


Elements of Successful Sales Management

  Businessman with Time is Money concept

In the world of sales management it is believed that people leave managers, not companies. Though a customer may be attracted to your company initially and begin business with you, the reason for leaving almost always comes down to the overseeing manager. Because of this, a top priority for organizations should be the training and continuous development of their managers through programs that cover everything from coaching skills to financial understanding of the company. Managers should be setting a positive example for the people around them and be putting critical focus on helping to move those people onward and upward. By doing this, the people below you will know you’re interested in their well-being and advancement, which makes everyone more happy.

As a salesperson you “own” the customer, but as a manager you “own” the salesperson. The role of the manager is to transform this ownership concept in a way that insures people don’t turn over. When you’re a salesperson your day is made up of producing revenue and meeting quota. There are a lot of ways in which you are evaluated, most of which are financially driven. The manager’s role is important because it’s about more than earning that dollar, it’s about having the skills necessary to lead the other team members effectively and genuinely. Salespeople can tell when someone cares about them and wants them to be successful, and if they don’t feel their managers do the results can be very negative. The most important thing to do as a salesperson is give your leaders feedback quickly and constructively, so they can then self-assess and hopefully make changes to improve the conditions for the entire team...