Set the right priorities and stay focused on the people who matter most

Managing too many sales leads can be stressful and frustrating. Image by Gerd Altmann from Pixabay

Receiving inbound sales leads can be a blessing or a curse. How you manage your leads can make the difference between making sales or wasting time.

Inbound leads come in all shapes and sizes. Some appear because people have a problem that they hope you can solve for them. Others appear because people are curious.

Your job? Determine if the lead is genuine so that you can get an order.

Here are tips to help you.

How Did the Lead Come to You?

The best inbound lead is a referral.

Why? Because there’s a good chance that a referral will make a purchasing decision. Professionals don’t often…


Focus on building trust

Trust needs to be established so that both salespeople & clients can be successful. Image by Gerd Altmann from Pixabay

Many people have a problem with salespeople. And who can blame them?

Haven’t we all been pressured or cajoled into buying something that we didn’t want or need. And when you attempt to seek a refund, you are treated like a loser or a complainer, which only hardens your animosity towards salespeople.

Others see salespeople as sleazy caricatures based on TV shows, movies, and plays. For example, who can ever forget how Ricky Roma (played by Al Pacino) plays on the insecurities of James Lingk (played by Jonathan Pryce) when he sells him real estate in the movie Glengarry Glen…


Determination creates strength

The Queen’s Gambit offers lessons that salespeople can adopt. Credit: https://www.imdb.com/title/tt10048342/

(Spoiler Alert — if you haven’t watched The Queen’s Gambit yet, please stop reading this post and return once you viewed the show. You will not regret it).

Summary

The Queen’s Gambit is a 7-episode fictional miniseries on Netflix. It is about orphan chess prodigy Beth Harmon (played by Isla Johnston, then by Anya Taylor-Joy). The story follows her pursuit to become the world’s greatest chess player. But Beth’s quest is hampered with drug and alcohol addiction, along with emotional struggles. …


Don’t be scared

Don’t let your “Ghost Clients” wave goodbye and disappear. Photo by Tandem X Visuals on Unsplash

Contrary to popular belief, ghosts don’t appear just on Halloween.

If you work in sales, you know from experience that ghosts appear all year long. I’m referring to clients who don’t return your phone calls or respond to your emails.

Scary? You bet.

And it’s even more frightening because you expected these ghost clients were going to order from you. You know, the ones that you considered to be a slam dunk order…only to find out later to your chagrin that you were the one getting slammed for your stupidity.

Too harsh? Maybe.

But your time is too valuable to…


It’s not What you Think

Cold Calling doesn’t have to be exhausting or depressing once you understand the real purpose of what you are doing. Photo by Anthony Tran on Unsplash

Cold calling in sales has negative connotations for both salespeople and clients. I know because I work in sales. Not only do I make cold calls, but I receive my fair share of them daily from other salespeople.

Making cold calls can be tedious and monotonous. And let’s not forget rejection. Getting hanged up on isn’t fun. And how many times have we heard lame excuses like the proverbial “I have to run into a meeting” or “I have to take another call.”

Most people don’t like receiving cold calls because it’s an interruption of…


Overcoming excuses and fear

With the Pandemic ending, I must decide whether to attend church in person again. Photo by Karl Fredrickson on Unsplash

With the pandemic winding down in my area and churches beginning to reopen, I must decide — Do I return to church in-person or drop out?

When COVID-19 struck early last year, like most churchgoers, I started viewing the services online. But as the months wore on, my participation began to wane, and I eventually stopped watching the services or partaking in church group chats.

Let me digress. I’m not a deeply religious person. I grew up in a Catholic family. I attended parochial school until the third grade. Then my parents withdrew me from the school and enrolled me…


Solve one problem at a time

You can’t learn alone by staring at the sunset. Your sales manager must coach you to be successful. Photo by Denys Nevozhai on Unsplash

It’s been my experience that most salespeople don’t like being coached. It’s not because they don’t want to improve and generate more sales. On the contrary, most salespeople are driven to succeed. The real culprit is that most sales managers don’t know how to coach.

From a salesperson’s point of view, the coaching process is intrusive, humiliating, and a waste of time.

How can we improve the coaching process so that both salespeople and employers win?

Before we get started, let’s first define coaching.

Everyone has their definition of coaching. Here’s mine –

It’s…


Hi Zulie, good advice, but I believe you can make a decent living with copywriting, but it does take time and experience. With "NFT" - wish you would have explained what NFT means - I had to Google it to find out the meaning.


There are many tools to help you

Man shouting into a tin can attached to a string.
Man shouting into a tin can attached to a string.
There are numerous ways for salespeople to reach prospects if you use your imagination. Image by Ryan McGuire from Pixabay

Even before COVID-19, it wasn’t easy to reach decision-makers. But with the pandemic, many business people are working remotely. That makes it more challenging than ever for salespeople to get people who make the buying decisions.

While more people are receiving vaccines and expectation levels are high for reopening more businesses, COVID-19 will have long-term impacts on how salespeople reach prospects.

For example, many business clients may continue to be cautious about traveling, staying at hotels, and attending in-person conferences and trade shows. …


Even Crooks can Teach us Valuable Lessons

Marla Grayson is a Crook who has no shame when it comes to financial gain. Credit: Photograph: Seacia Pavao/Netflix

(Spoiler Alert: If you haven’t watched Netflix’s “I Care A Lot,” I recommend that you stop reading this post and return later. There will be spoilers).

Summary

“I Care a Lot” is a dark comedy about Marla Grayson (played by Rosamund Pike), a con artist who robs the elderly of their life savings. Working as a court-appointed legal guardian, she forces people into nursing homes with court orders and intimidation tactics. Marla then gains a profit by selling her unsuspecting victims’ homes and auditioning their valuables and assets. …

Don Lee

Sales professional, Writer. Blog: http://dononselling.com. Author: Jumpstart your Sales Career: Help for New Salespeople — https://amzn.to/3eXg0O4.

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