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Category Archives: Sales

Prospecting: Uncover and Develop New Business

By | Blog, Communication, Sales, Sales management, Selling & salesmanship | No Comments

Guest post by John Naples, Encore Consulting Group WHEN I FIRST STARTED in sales, one of the first skills I learned was how to uncover new selling opportunities. I was part of a sales organization that placed high value on cold calling, and expected the salesperson to master appointment setting both over the telephone and by in-person cold calls. My district sales manager threw me to the lions the first week I returned from training. He told me to canvass my territory and make 30 calls per day. To “hit my numbers,” he said, I had to contact at least 500 new prospective clients each month. As a 22-year-old entry-level salesperson, I was both daunted and challenged by this ominous goal. My first call went really well. I dialed the phone number and the receptionist answered. She said, “Good morning, Pacific Industries. How may I direct your call?” I completely froze…

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Good Selling = Good Relating

By | Blog, Customer service, Sales | No Comments

In business, just as in real life, good relationships matter. It’s a simple truth that a lot of businesspeople tend to forget. Many place a high premium on networking and fail to give proper care to the relationships that they have already created. While networking can certainly help build awareness and make new sales, the success of your business should not be measured by the number of names in your contact list. No matter whether your business is customer-driven or client-driven, its success or failure is ultimately defined by the quality of the relationships that you have with your “consumers”. When the question comes to customer acquisition vs. retention, the winner is obvious. Customer profitability tends to increase over the life of a retained customer, and acquiring new customers can cost as much as five times more than satisfying and retaining current customers, as pointed out by Emmet C. Murphy,…

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