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12.05.2015
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Whatever sales manager said it's "a numbers game" is responsible for why customers don't get back to sales people. For nearly a decade, McDonald's same-store sales were climbing upward, but in 2012 a deceleration hit the Golden Arches. Once you’ve defined your target and created the list, reach out to your networks to see if you are connected in any way to the person or organization you seek.
The best strategy any salesperson can employ is to maintain good contact with leads to nurture them to become conversions. Don’t forget that it is important to understand you customer before you build your sales strategy.
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We help companies increase sales, launch new products, enter new markets, and outshine the competition. Contact us to discuss your business situation and how Incyte Strategies LLC can help you achieve your goals. In just 90 seconds, Dave helps you shift your sales messages from “what-ness” to “why-ness.” See for yourself the difference this can make with prospects.


All too often, businesses focus their marketing efforts on explaining what they do and how good they are at it. This list should be large enough to give you the opportunity to really delve in and repeat the process a couple of times. This includes direct outreach – emailing or calling them – and exploring your LinkedIn contacts.
This could mean sending them an introductory letter or postcard, or picking up the phone and calling them.
Diane is a Contributing Editor on COSE Mindspring, a resource website for small business owners, as well as a member of the Top Sales World Experts Panel at Top Sales World. Every time I start a PPC campaign I start by asking the business owner or marketing team to describe their client profiles and I often have to pull the information out of them. Ive found that ive used your tips but the results im getting are disappointing to put it mildly.
Might I suggest scheduling a complimentary 30 minute phone consultation between you and me? Working with you - our clients, we increase your top and bottom line results and improve your employees’ effectiveness and performance on time and within your budget.
Dave explains why this approach falls short and offers a better way to get your prospect’s attention and grow your sales success. Whenever I talk with small business owners or salespeople who aren’t realizing the results they desire, the cause is usually the same: They don’t have a sales strategy.
If you send an introductory letter or postcard, you must tell them that you will call to follow up – and then follow up!
For the rest of us, I recommend a cloud based customer relationship management tool like SalesOptima. That way I could better understand what you have been doing so I could provide some suggestions.


You may have to merge two similar target markets in order to have the numbers working in your favor. This is the time for you to really get to know them, their needs, their business practices.
You want to take the sales dollars you didn’t get and add them to your goal for the coming month.
Sales can be a difficult thing to take on when you haven’t done anything like it before. You still have to pay attention to what you are doing, but sticking with it and realizing results becomes easier the more you pedal.
Don’t expect them to stay with you or use you for other needs if you aren’t taking the time to build the relationship with them. And when you hit a hill it is easier to climb it because you already have that momentum going. However, if you start and stop, and start and stop, you’ll be exhausted … and have nothing to show for it.
You have to have a place where you can focus in order to build up that momentum we talked about. When your friend or associate introduces you to the prospect, follow up and set up the meeting.



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