A Sales Compass – A Blog by B2B Sales Connections

It is wrong to believe that every company can and will buy from you.  For example, it is unlikely sell restaurant equipment to retail clothing stores.  You could try, but chances are you would just be wasting your time.  In the same way that sports fans see mostly beer commercials and Saturday morning cartoon viewers see mostly toy ads, you must target your prospecting efforts.  Take the time to review and track your past sales to clearly define your target types of companies.  Once you know your targets, spend your time where you are most likely to find them!

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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Do you carry a portfolio binder with you when you are on sales calls?  Make sure you add copies of reference letters, customer lists, and other testimonials.  That way you are always prepared to show them and build your credibility whenever the need or opportunity arises.

Aim Higher!

Susan A. Enns,B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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Technology is creating a new generation of teens and adults who believe the only effective communication is Twitter, Facebook, Linkedin, & text messages. 

I will be the first to admit you need to know how to use these technologies if you want to grow your business  but even major online social forums are incorporating the use of “in person” networking events because of the advantages and power of  in face to face communication.

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What do your customers have in common?  How many employees do they have?  What industries do they operate in?  How often do they use your product?  What related products do they also use in addition to your product?

When you start to track your past successes, you can identify commonalities that help you define who is most likely to buy from you in the future.    In doing so, you clearly define your target market,  ensuring you will spend most of your time talking to prospects that are most likely to buy.

For an automated sales tool that tracks your sales and clearly defines your targets, check out the Target Market Definition Tool at www.b2bsalesconnections.com/automated_tools.php.

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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The ultimate goal of any business is to make a profit.  Four years of business school and over 22 years of work experience have taught me that.  Absolutely everything a company buys affects its bottom line.  Even a pencil that lasts longer or is less expensive than the previous one purchased helps a company to make more profit.  Help you customers get to where they want to go by showing them how to your product helps them make more profit! 

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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If you belong to a networking group where everyone introduces themselves to the whole group before you start face to face interaction, then I would like to give you a quick idea.  Always have a pen and paper ready when people are introducing themselves. When you hear from someone you want to meet write down their name and their company so you can introduce yourself once the mixing & mingling starts.

If you don’t get a chance to talk to them at the event you can look up the company and call the person directly. Often a personal call a day or two later will net better results than a few minutes of talking at a busy networking event.

If you would like more information on how to create your own unique value proposition for networking and business development I would be happy to send you a copy of  Creating Your Unique Value Proposition.  Just send an email request to rjweese@b2bsalesconnections.com  and I will send you a free copy

AIM HGHER!

Robert J. Weese  – www.b2bsalesconnections.com

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Do you track all of your prospecting contacts in contact management program?  Make sure you enter every call, regardless if they are a prospect or not.  Not only it is important for you to know where to go when, but it is also important to know where not to go.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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Prospects buy products based on the perceived value they will derive from those products.  However, what one prospect values is not the same as another.  They both may buy the same product, but they can buy it for completely different reasons.  (more…)

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It’s been years since sociologist, Robert Merton coined the phrase “self fulfilling prophecy.”  Essentially it means what you think and believe will happen actually occurs because you will, either by consciously or unconsciously, act in ways to cause it to happen.

We all have an inner voice that talks to us.  What does yours say? 

If yours is saying things like “I can’t make quota because our prices are too high.” or “No one is buying right now because of the recession.” you are doing yourself more harm than good. 

You need to stop being your own enemy and make a conscious effort to stop being negative and start being positive!  One way to do that is to associate with successful people who believe they can, and walk away from those who say they can’t.

Another way is to start every day with a positive thought.  When my alarm went off this morning, the song that was playing on the radio was the Olympic theme song, “I Believe”.  In my opinion there is no better way to start the day. 

If you are not familiar with the song, here is the link.  http://www.ctvolympics.ca/video/index.html?assetid=c0ca934e-7b7a-4d62-b657-e46924d41858.  For sales, for the Olympics, and for Canadians, this is very inspirational video!

On the eve of the 2010 Olympic Winter Games, a wave has traveled all across Canada and is generating an excitement that is truly contagious!  It is one of the best examples of the power of positive thought and is centered around that one simple phrase….I believe! 

Do you?

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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If you sell a simple or transactional product where the customer can make the buying decision very quickly, don’t write the price on a brochure when the prospect asks for a quotation.  Write the price on an order form instead.  Not only will this give the prospect the information he has requested, but it will save a lot of time because the sale will close much more quickly.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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