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sales process

Don’t Confuse Suspects with Leads

December 31, 2009

Image via Wikipedia There is a distinct difference between leads and a list of names. I call a list of names and numbers suspects. Data providers often mislead clients into believing that they are getting leads when they get these too good to be true prices on thousands of leads. Make Sure You Have Leads [...]

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3 Steps to Help Your Sales Process Improvement

October 4, 2009

Zig Ziglar via last.fm Your sales process should be a living and breathing thing. You should be constantly looking for feedback and sources of inspiration. As a sales person you are faced with the negative everyday–rejections, hang-ups, the crushing weight of caring a sale quota. Here are a few suggestions to make sure your sales [...]

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Sales 2.0 Conference in Chicago – September 10th

September 1, 2009

Image by jkgreenstein12 via Flickr I wish I could attend the Sales 2.0 Conference in Chicago this month. The conference is often full of good stuff on sales innovation and data to back the ideas. This event is going to cover topics like: improving the productivity on your sales pipeline, sales lead management 2.0, sales [...]

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7 Deadly Signs of a Sales Slump

July 28, 2009

Image by Camera Slayer via Flickr Sales slumps-we all get them. However, the best in the business know the early warning signs and how to “hit” out of them. The best way to avoid slumps is to develop a consistent sales process. These are methodical habits and techniques that create a baseline for sales activities [...]

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Working Aged Debt Leads – The Basics

June 18, 2009

Image via Wikipedia Aged debt leads can be a great marketing approach for mortgage and debt companies, particularly if they are managed correctly. Typically they work best in a telemarketing or call center environment, but if you are comfortable on the phone and have an aggressive sales attitude, will serve you well. It can be [...]

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5 Ways to Increase Your Telemarketing Contact Rates

June 16, 2009

Image by herzogbr via Flickr Telemarketing can be an effective way to increase sales production. However, there is certainly an art to making this aggressive sales process work. Cold calling is certainly challenging, but it continues to be one of the leading sales methods in closing high volumes of sales. So, it makes sense to [...]

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Testimonials Increase Your Business

June 12, 2009

Image by rogue3w via Flickr Nothing converts a client like another customer singing your praises, but so many loan officers and debt counselors neglect this sales tool. Client testimonials and referrals should be a very intentional step in your sales process. Remind yourself of how important testimonials are with this three step process. Get Testimonials [...]

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Sales Funnels are Critical Sales Tools

June 11, 2009

There are few things more critical than the sales funnel. It keeps you focused, coaches you, and improves your sales performance. How you manage your sales funnel will directly correlate to your sales success. Here are some critical components that will make you more successful with mortgage or debt leads. Get Your Leads in the [...]

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Sequencing Your Sales Process

May 20, 2009

Image by Robert101 via Flickr Closing sales is ultimately about persistence. But, persistence needs discipline and a process. This is where sales sequencing comes in. Before you leap into your sales day today, let’s think about a brief sales plan. Think beyond todays’ calls and emails. What are the next 5 things you want to [...]

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How to Measure Sales Success

May 12, 2009

Image via Wikipedia What is sales success? That is probably a pretty easy question for you. Did we get the deal or not? Right, but often our sales process breaks down because we don’t know how to get there. Sales happen even in the worse sales organizations and with bad sales processes. However, the difference [...]

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