Need direction on how to get your B2B Sales numbers up? It’s all about doing the right things, at the right time and on a consistent basis. Here’s the formula that helped me be a 6-figure straight-commissioned phone sales rep:
- Listen to motivational / inspirational or “sales technical” audio before work (Books on tape on the drive to work are great – if you work from home, listen to it while you make your coffee in the morning / eat breakfast etc)
- Role-Playing: Minimum of 5 minutes / maximum of 20 minutes of role-playing sales scenarios.
- Knock out at least 40 first time calls before noon. Then, complete 20 additional sales calls (can be a mixture of first time and follow-up calls) between 1pm and 5pm.
- Build tomorrow’s prospect list today! Most sales people do the “hunt & peck” method of prospecting where they find a lead, call it, find a lead, call it etc… It’s much better to build your list of prospects first and then knock the calls out one after another… here’s why:
- You get into a rhythm that way and;
- It’s more time efficient.
- Social Selling via LinkedIn: Actively participating or starting discussions in LinkedIn groups whose members are your targeted audience and on subjects that you are an expert on as it relates to your field.
Note: Numbers 4 and 5 don’t have to be done in the current given order. In fact, a lot of times I like to do my “social selling” before making calls… But when I do that, I’m getting to work earlier as to not interfere with numbers 2 & 3 above.
| Michael Pedone CSS: Chief Sales Scientist |
I’m going to check back periodically for new posts. I love this article!
I am really impressed with your writing talents as well as with the structure on your blog. Is that this a paid theme or did you customize it your self? Either way stay up the nice quality writing, it is uncommon to see a nice weblog like this one nowadays..