A Sales Compass – A Blog by B2B Sales Connections

“If you think you are too small to have an impact, try going to bed with a mosquito.” – Anita Roddick

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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Has your trade show budget been slashed?  Is your display just a way for your competitors to check you out?  No new prospects visiting your booth, only those you invited to the show?  Try an open house at your office location instead.  It is less expensive, takes less time to set up, and it can be much more effective at closing sales than some trade shows.

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnecitons.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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Email is becoming a very important business correspondence tool, however few people use it to communicate effectively.  Here are some tips:

• Keep your email short and to the point.  Always think to yourself, what is the purpose of this email?  Know what you want and what you are asking for, and then make a short and specific request for it.
• If you are responding to an email, always answer every question that was asked.  Just before you hit send, re-read the original email and make sure.
• Don’t make every email “high priority”.  Remember the old story about the child who cried wolf?  If you make every email urgent, none of them will be treated as such.
• Keep it on a business level.  Smiley faces and shortcuts like “lol” are not generally understood, nor are they considered professional.  Spelling and grammar also count.  Using all capital letters is considered rude.
• Don’t copy someone in on the email unless it is absolutely necessary.  This just clutters everyone’s inbox and can be confusing for the copied person because they may not be sure if they are supposed to respond or not.

For more excellent tips on email etiquette, check out www.emailreplies.com.

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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Is sales training really necessary?  To answer that question, you need to look at the facts.  (more…)

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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.

(more…)

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“Things may come to those who wait, but only what’s left behind by those that hustle” – Abraham Lincoln

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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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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Even the best resume in the world will not get you the interview unless the recruiter can find the information he needs to contact you.   Make sure all of your contact information, including name, address, phone and email, are front and center and not buried somewhere at the bottom in the text. 

Only list a phone number that you want potential employers to call.  Ensure that there is the ability to leave a voice mail because a recruiter will rarely call back twice.  It’s also not a good idea to have to leave it to your teenager to take messages either.

Lastly, many recruiters make first contact by email.  Check your inbox daily and turn your spam filters off.  Countless career opportunities have been lost because the email from the potential employer was never answered.

Make it easy for a recruiter to contact you, and you increase your chances of getting the interview.

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnecitons.com, www.linkedin.com/in/susanenns, or www.twitter.com/SusanEnns

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