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Winning New Business

When you're looking to attract new business - whether it's from new prospects or from existing clients - how do you stand out from the crowd? How can you generate leads and referrals?
Total 106 articles in this section.
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Lead Nurturing: A Proven Tactic For Generating Up To Three Times More B2B Leads And Sales

by M. H. "Mac" McIntosh

While your salespeople, reps, re-sellers and distributors focus on closing sales from the most promising short-term sales opportunities that come from leads, nearly three-quarters of the leads that will convert into sales are neglected.

Hooking More Clients With A 'Bait Piece'

by Flying Solo

The free information offer is one of the most effective on and offline marketing tactics. Here's how to create a cheap and versatile educational "bait piece" that you can use to increase the effectiveness of your marketing.

Will Your Ship Come In Today?

by Colleen Francis

A lack of consistent revenues is caused by a lack of consistent prospecting. A failure to prospect on a regular basis will inevitably result in irregular revenues, and inconsistent commissions. It's that simple.

Pitching Successfully

by Neil Flett

Owners of companies of any size and especially SMEs whose life blood is winning new accounts can learn valuable lessons from some of the highest profile pitches in the world. Whether it’s $50,000 or $50 billion, many of the rules of pitching remain the same.

How To Win The Pitch

by James Ward

Does this sound familiar? Your team worked hard on a pitch, everyone is feeling sure that you will win the new business, there has even been talks regarding the celebration party – only to hear the business has gone to a competitor.

Prospect Not Buying? Here's Why....

by Mike Brooks

We’ve all been there. You’re on the phone with a prospect, you’re asking for the deal, well sort of asking for the deal, and your prospect is just giving vague answers and mild put offs.

Prequalified Prospects

by Barry Urquhart

The new reality in marketing and business today is that when business owners, managers and sales people first talk to new and prospective clients, many are pre-qualified. Indeed, self qualified.

Referral Sources

by Dr. Ivan Misner

What are the three common 'delusions' about referral sources?

3 Ways To Improve Your Listening Skills

by Mike Brooks

In sales, the ability to truly listen is what separates the Top 20% of producers from the bottom 80%.

Getting Prospects To Talk To You

by Sue Barrett

Before you can engage in any conversation with your customer or prospect, you have to give them a reason to want to talk to you.

Turning Your Prospects, Leads And Enquiries Into Customers

by Dr. Vesna Grubacevic

Here are seven ways that you can turn more of your prospects, leads and enquiries into customers, and how you can do it with integrity.

How To Find Out What's Stopping Your Prospect From Buying

by Mike Brooks

How do you get a prospect or customer to tell you what's really going on? After multiple calls, messages and emails, when you do get them on the phone, all you get are vague answers. If this has ever happened to you, then here's how to deal with it.

8 Ideas To Help You Sell In A Tough Economy

by Jim Kasper

Selling in a tough economy requires extra effort, tenacity, better planning, and greater control over your sales cycle. Remember one thing: The top 2% of all salespeople automatically turn up their activity a couple more notches when things get tough. By doing so, they're the ones who'll be standing tall when the economy turns around.

Lead Management Success Checklist

by M. H. "Mac" McIntosh

How you handle sales leads once you get them in the door will make the difference between a happy sales team and new customers - or an unhappy sales team and lost sales.

Practical Tips For Selling During Tough Times

by D.M. Arenzon

Tough times call for new strategies and tactics. Here are 15 practical things you can start doing right now to boost your sales.

Total 106 articles in this section.
Pages: Previous 1 . 2 . [3] . 4 . 5 . 6 . 7 . 8 Next
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