Give Your Sales Team a Fighting Chance
A key here is to consistently publish client success stories on a basis—weekly, monthly or quarterly—that is appropriate to your business so that your prospects will see and be influenced by them.
3) Shorten your prospect list.
This sounds like another counter-intuitive strategic move doesn’t it? When you need more clients, does shortening your prospect list really make sense? Depends on how you look at it. Which sounds better to you? Having:
a very long prospect list that you rip through with few results, or
a highly targeted, shortened prospect list that includes deep research about each company and the top challenge that you can solve for it?
It takes time to establish a business relationship, to be sure, but having a strategic plan for each one of your prospects will substantially improve your chances of doing business with them. And in today’s tough business climate, you need all the help you can get.
Tom Wants To Hear Your Branding Issues:
Tom Marin, Managing Partner of MarketCues, wants to hear from you! Follow MarketCues on Twitter for branding and social media tips - as well as the latest trends. Tom also welcomes emails, new LinkedIn connections, calls to 407.330.7708 or visit www.marketcues.com. How can he help solve your branding issues?
Note: If you are a printing company or product/services company serving the print-media market, and would like to be considered for a feature in this blog, please contact Tom Marin for an interview.
Tom Marin is the Founder and President of MarketCues, Inc., a national consulting firm. He has worked for some of the world’s largest corporations and middle-market firms. Tom’s focus is to help CEOs drive their strategy shifts and strategic growth programs. Follow MarketCues on Twitter. Tom also welcomes emails new LinkedIn connections or calls to (919) 908-6145.