Is Your Contact Database A Glorified Phone Book?

Do you have a large database of companies and contacts stored on your laptop or PDA? A database that is sorted alphabetically, even if it is the most advanced electronic type possible, is just a glorified phone book.

Sort your database by the date of your next sales call. Check it daily, no ifs, ands or buts! If it says call today, call today.  Never leave the office until you have filed each call you made that day by the date you want to contact them next.

Organizing your follow up file by the date of your next contact ensures you are working with the right prospect at the right time; that being when he is mostly likely to buy. That’s like having a license to print your own commission cheques!

For detailed instructions on how to create your follow up file to maximize your sales results, check out Action Plan For Sales Success.

Remember, a database itself doesn’t make you money. It’s what you do with it that does.

More Quick Sales Tips

If you have been a subscriber to our newsletter over the years, you’ve probably read one of our monthly Quick Sales Tips like the one above. In fact it is one of the most popular sections of our newsletter, dating all the way back to our first edition.

When a subscriber wrote us and said, “… if sales folks would follow your “sales tip of the month” every day…their life would change” we decided to put all our best tips in one place and created the eBook, “Quick Sales Tips – Practical advice in bite sized pieces”. To help you get your year started off on the right foot, you can download it now for free for a limited time from the B2B Sales Connections Free Download Centre.

This is a new eBook for 2012 and contains many sales tips never before published. Whether you are an entrepreneur marketing your own products and services, a direct sales representative servicing your assigned sales territory, or the sales manager who coaches him, this book will improve your skills so you will sell more.

As Allan Weiss once said, “Improve by 1 percent a day, and in just seventy days, you’re twice as good.” – Allan Weiss.  More Motivational Quotes here.

Aim Higher!

Susan A. Enns, The B2B Sales Coach B2B Sales Connections,, or

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