I just created my own YouTube channel doing product videos with future ones planned mostly focussed on MS365. https://www.youtube.com/watch?v=_OotckdOtEg ... and I am working Linkedin a lot more in different ways. Most of the people I know say they have never gotten a lead from Linkedin. They think of this site as a static business card talking about who they are and not what they can do for the customer. They never post to Linkedin. Like most things, Linkedin requires almost daily work to...
SSG that's an awesome video! You can send links to clients, and direct them to your channel. It's a virtual demo that keeps on giving. Kudos I have some of the same issues with getting appointments through Linkedin, however I know of several peeps that use Linkedin as their only source for prospecting and they are doing well. I will keep working it since I have a Navigator account now
Quick question Art. I am starting my pipeline for 2017. I have a goal set but my question is what % of that goal should I already have in my pipeline before the year starts to hit my annual goal for next year. Just your thoughts.
My quota is 720K for the year. Thus, I need three times that in my annual pipeline. On any given month, I need to have 180K in my pipeline. Pipelines are a moving number, you add some, you take away some. Hope this helps
Art, how do you create a funnel of 180k each and every month? What constitutes an "opportunity" in your mind: a) A customer who is actively looking for a solution you offer or B) Someone that you've determined (not the customer yet) has a need for a solution you offer?
Never ever stop prospecting is the key. Always adding and subtracting. I would say on average I keep about $100K of deals I think can close in 30 days. I focus on 180 because 2/3rd of them will either roll, or lose. 90% of the time, I will wait until the first contact to determine if that appointment is an opportunity. Once it's in the funnel, I then determine when it may have a chance to close. If's it's more than 50% it's going in the 30 day close funnel
Originally Posted by Art Post: I've never read it, do you have a link to it or something you can email me? Along with I am sure thousands of others, I receive a daily email asking me to sign up for his Never Cold Calling System. I am surprised you don't know of him. He reckons that cold calling is an abject waste of good selling time. In fact he reckons we are all nutters, if we go out cold calling. Here's a link to his site. And please keep me posted on what you think of his "theories" ?
I have obviously been looking at the Authors own written reviews then Art, but I will take your word for it, that the reviews are horrible. In fact I would like to read some of them, if you can kindly tell me where to look. Like you, I still do a lot of cold calling, and every time I make a sale, I try to visit as many businesses near to the company I have just sold to, as there should be no better referral than a neighbouring business who has just bought from me. It is a habit I have had,...
I posted the link in the previous comment: Here a few of the comments with the link to the amazon page at he bottom of this thread: Unimpressive Book From An Impressive Salesperson ,September 24, 2006 By AliGhaemi (Toronto, Canada) - See all my reviews This review is from: Never Cold Call Again: Achieve Sales Greatness Without Cold Calling (Paperback) Achieving sales greatness without cold calling might be a looked-for goal in sales circles - although greatness is hell of a subjective term -...
Art One of your better articles!! Short, sweet, to the point and should be helpful to most reps. Thank You Have a Great Day Tom Koenig Sr. District Business Manager Northeast Region - Dealer Sales Division Ricoh Americas Corporation 5 Dedrick Place West Caldwell NJ 07006 cell - 570-439-2864 firstname.lastname@example.org
Agreed! It's not about what you know, it's about who you know! Believe it or not your are connected to the people you are trying to connect with, you just don't know it. This is so true. Art, we should chat. I hit quota last month getting a lead off Facebook. Very cool potential to prospect on Facebook without getting people's "business guard" up.
If you want to sell $500K per year, then join your local chamber of commerce, however if you really want to sell one million or more, the join those high profile charities in your geo area. Get involved, donate time and knowledge, within a year or less you'll be rubbing elbows with the most influential "C" level execs in your area. TY Larry, you took the words right outta my mouth on this one!
You are very welcome Art. Best thing sales reps can do is get active, get involved, get noticed and help. This will elevate their status as a business professional. This blog was posted live from Sydney, Australia for all the P4Per's.
Thank you for your e-mail.I will be out of the office and have limited access to my e-mail from August 15th through August 30th.. I will review your message upon my return. In my absence please feel free to contact Jim Singer ( email@example.com ) or Cynthia Wankum ( firstname.lastname@example.org ) for immediate assistance during this time. Have a great day! Sherri Wilbers President KOPI 518 Cheyenne Drive Jefferson City, MO 65109 573-893-4545 (ext. 203) www.kopi.ws email@example.com
I call used machines "Off Lease" and tell the prospect to think of them as a program car, still very good but someone else took the retail hit. I say if a used machine needs to be re furbished I don't buy them. I don't sell used machines with high meters with the exception of Ricoh's "Greenline", we don't know the meters on those and I'm not impressed with those, lots of quality issues.
Great story. I sold a $100,000 Xerox copier on a Saturday to the Reelect Bob Dole for US Senate and it was a walkin to my office at Xerox in Topeka, Ks. I thought my buddies were setting me up until they wrote the check. Thank God I went in to work on a Saturday. Your story was better because you had to work at setting the appts. Carl Little. Katun Corporation
Awesome. However, I do have to say that if you only wear business attire because your company makes you, you miss the point. No one will ever be able to convince me that your appearance doesn't influence the degree to which your message is received.
Get a quote from a Ricoh Professional...Now that's funny. But don't worry the dealers are the most important part of Ricoh's strategy and plans going forward. They can't even update the Savin or Lanier site. Being a Savin dealer I have people rather frequently who go on the site and are turned off by how old and outdated it looks.
Will be interesting to see what, if anything, ever comes of it. We have talked a lot before about leads from the manufacturer. Maybe, just maybe, that request a quote will be shared with dealers as well. Of course with is being a Savin dealer I won't hold my breath that "Ricoh" will send us leads. I've gotten a couple in the last few years but they came from the Savin website requests. Not sure what I've gotten from Ricoh lately except heartburn and stress.
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