
Leads don’t care about what you’re selling
Leads aren’t concerned about why you’re “the best,” who you work for, or what you offer. What they do care about is what you’re able
Just like your daily glass of juice, Sales Juice provides helpful hints about prospecting and selling in this economy that will strengthen your sales efforts and improve your closing rates! We espouse gold-standard selling methods as well as new-fangled techniques for prospecting in today’s electronic mazes.
So visit often, read a lot, and tell your friends.
Leads aren’t concerned about why you’re “the best,” who you work for, or what you offer. What they do care about is what you’re able
One important distinction between lead generation and prospecting: opt-in requests. For the former, recipients of your emails typically haven’t agreed to receive any kind of
B2B marketers want fast answers and accurate reporting. That’s the verdict according to MarketingProfs, and it’s not difficult to understand why. In order to leverage
There are several reasons why sales reps avoid making calls. You might think most sales reps wouldn’t hesitate to talk with people they don’t know
It would be nice if products and services simply sold themselves. But the reality for most prospectors isn’t order-taking, it’s creating effective outbound marketing—and that
Are you tired of hearing no? Unfortunately, it’s the name of the prospecting game. Much like baseball, you “fail” more often than you succeed. Some
What is the single most difficult aspect you’ve experienced when trying to sell as a small business owner? Chances are, the greatest challenge to selling
Learning how to use referrals to grow your business can be one of the most lucrative ways to increase sales. Say that you find the
You’ve probably heard that email is your best tool for connecting with new leads and honing your business development, but do purchased lead lists work?
Sometimes the biggest hurdle to new business is actually keeping track of your emails. So how do you improve your email prospecting efforts? While there
Cold emails can work for prospecting. The trick is making them look real. When using email automation for prospecting, you’re mass-blasting hundreds of people with
Getting too comfortable in your prospect’s generation often puts you at risk for losing business, because you assume you’ll always have a) your clients, b)
One of the thoughts that went through a lot of people’s minds at the beginning of quarantine was, I can finally get around to that
You’d be surprised how many people don’t like to talk on the phone, especially those trying to look for new business. It would be nice
Those leads aren’t dead—you’re just not giving them enough time Why does it matter differentiating between a lead and a prospect? It might seem like
We talked a while back about how your slow season doesn’t really exist. When you aren’t generating much revenue, spend that time laying the groundwork
Many of your best prospects may still be working remotely. While that might initially seem like a detractor for generating new business, there is one
Traditional B2B networking has always relied on personal interaction. These days, coronavirus has done a good job of eliminating those opportunities. Even as some states
In a time of social distancing and other preventative measures against the spread of coronavirus, email and telecommuting have become vital to maintaining important employee
You may already know that email is your best means to get through to your ideal leads. What you may not know is how beneficial
Want to make a salesperson groan? Bring up the subject of prospecting. It may arguably be the most important stage of any new business development,
Prospecting is changing in the B2B world, says Forbes. It’s taking longer to secure new business discussions because people are now able to do most
Fight the temptation to cram a lot of information into your emails when you’re prospecting. I know it might be hard. I’ve heard plenty of
You may be struggling to develop new business because you’re asking your prospects the wrong question. Think of it like dating or hiring. Would you
Reports of email’s death in the B2B world have been greatly exaggerated. True, there’s a lot more of it for your leads to sift through
If you thought it was bad enough trying to get a prospect on the phone before, you can rest assured that the recent increase in
There are three factors to any successful prospecting email: You grab your audience’s attention. You continue to build interest with them. You encourage them to
Sometimes the biggest hurdle to new business is actually keeping track of your emails. You’ve already got your routine messages to sift through: in-house correspondence,
Just because someone is willing to talk with you about your services, it doesn’t mean they’re a fit. You still have to qualify them. Let’s
Within marketing, there is a common misconception that Business to Business or B2B marketing is serious and logical, while Business to Consumer or B2C marketing
Don’t underestimate the power of a nap. It helps recharge your energy, improve your mood, and reduce stress—not to mention make you a better problem-solver.
It goes without saying that the pen is mightier than the sword and the words that we put out there have a power to them,
Getting too comfortable in your lead generation often puts you at risk for losing business, because you assume you’ll always have a) your clients, b)
At the rate we’re going, we’ll probably have at least one superhero movie every year until we die. (Disclaimer: that’s not necessarily a bad thing.)
Companies have been experimenting with marketing automation for a few years now because indications are that email is a better way to reach your ideal
Most sales teams prospect too much or too little, because they don’t have direct feedback to tell them otherwise. You’re cold-calling and leaving voicemails, but
What’s the single most difficult aspect you’ve experienced when trying to sell? Was it the time you spent finding and verifying the right people to
There’s an interesting misconception in the world of lead generation: the idea that when you don’t initially hear something back from your prospects, you’re “losing.”
New business won’t last long if it’s one-sided. Both companies must benefit from any partnership for it to be worthwhile. Don’t focus on being top
Some of us are better at prospecting for new business than others. If you feel like you’re not getting enough conversations with potential prospects, you
There’s a lot of expectation that builds around the new year. Visiting family and friends. Going to a big New Year’s Eve party. Catching up
Despite the occasional abnormal weather, most of us are settling into colder temps and the excuse to enjoy time by the fire. But a good-sized
Depending on how you like to celebrate the holidays, a Christmas tree may be in your future. But not all of those you’ll see lighting
Email prospecting can be your most effective means of engaging in B2B conversations, but even it exhibits symptoms to alert you when your process is
Technology is meant to improve our experiences, and some pieces can do it so well that we actually forget that they’re there. A perfect example
If there’s one thing you can be thankful about when it comes to prospecting, it’s that unless they flat out tell you no, you still have
The difference between value and sales is like the difference between show and tell. One will educate your prospects, the other will try to get
How you write your emails can tell your leads a lot about you – assuming, that is, that you’re writing style doesn’t get you trapped
You’ll scare less prospects if you don’t email them sales-y messages. No one wants to put their business—let alone their personal information—at risk for being
By listening to your leads instead of talking at them, you’ll likely generate more sales conversations. Salespeople often think that value is shown through promoting their services, asking a lot of leading
Reading aloud might seem silly, but it actually helps you craft stronger messages. Where your eye might catch mistakes in spelling, your ears will pick
Smartphones let us do one thing particularly well: route all of our digital correspondence through one notification and app center. However, when it comes to
Just because someone doesn’t respond to your first email asking for a conversation, don’t lose faith. There are plenty of people who don’t answer every
Want an easy way to turn your prospect off? Ask them a leading question, says Harvard Business Review. First, let’s touch on why you’re prone
by Will Rotondi Email is certainly convenient to use. It’s also quick to fill up with a lot of garbage you simply want to sift
by Will Rotondi Spending 4 quiet hours up in a tree will give you a lot of time for reflection. No, it wasn’t a spiritual
by Will Rotondi Say that you find John Smith at ABC Co., and you’re positive he’s the best point of contact for a conversation about
by Will Rotondi Call it an argument of semantics if you want, but you can’t close your leads. In order for deals to close, you
by Will Rotondi Despite the damage we saw from Hurricane Irma, many thought it would be a lot worse. Nearly two weeks prior our news
By Will Rotondi Some people like to cast a very wide net when they prospect. They’re the ones who think they can sell to anyone,
by Will Rotondi It’s one of the simplest parts of your email – or so you might think. Subject lines are often written off as
by Will Rotondi You may laugh when you come across the occasional fortune teller shop on the side of the road, but they’re there for
by Will Rotondi There’s a lot to be said about you when you’re punctual or ahead of schedule. It’s even more impressive when you’re able
by Will Rotondi Ever make a joke that didn’t go over well? (Of course you have, don’t fib.) Humor isn’t the only area where you
by Will Rotondi There is a right and wrong way to use email marketing for prospecting. Sometimes it can be difficult to decipher what’s real
by Will Rotondi When it comes to emailing your prospects, chances are that you fall into one of two categories: either you’re really good at
by Will Rotondi While it’s true that we’re more attached to our mobile devices than ever before, we’re also making our digital lives much too
by Will Rotondi Email automation can be a great tool for you to get your message out to as many companies in the B2B market
by Will Rotondi You hear a lot of buzzwords getting thrown around these days when it comes to technology, most of which start at the
by Will Rotondi School might be out for the summer if you’re a student, but teachers aren’t so fortunate. Contrary to what some may think, they
by Will Rotondi When I was a kid, I used to be afraid of using the telephone. While part of it had to do with
by Will Rotondi Mass email blasts are a staple for many businesses, from large corporate entities down to small Mom-and-Pop shops. They act as that
by Will Rotondi When talking to potential clients there is a trend of trying to sell ones’ product right away. Maybe the reason we’re often
by Will Rotondi I’ll be the first to admit that I’m a hypocrite when it comes to spelling errors: those that I catch I find
by Will Rotondi You send out dozens and dozens of emails, but all you seem to get are crickets. Or, if some people do respond,
by Will Rotondi As a culture, we love social media. Chances are that we’ll spend more cumulative hours in our day chatting to each other
by Will Rotondi Why don’t prospects want to buy from you right now? Is it that they don’t see your value? – don’t understand what
by Will Rotondi There are a lot of sales professionals who look at email prospecting and don’t get it. I can hear them now: Why
by Will Rotondi When you’re talking with your prospect on the phone, how often do you let the conversation just sort of…pause? I’ll wager it’s
by Will Rotondi Automation can be a great tool, but there are still some things it can’t do. Converting prospects into leads is one of them.
by Will Rotondi Whether you’re a sales rep with your own established territory or a soloprenuer, you may feel like a lone wolf. Sure, you
by Will Rotondi I recently attempted to join the ranks of fellow grillers in the world and break in my Weber. It had been kindly,
by Will Rotondi It’s easy to want to do things the way you’ve always done them. There’s security in having a system, where you know
By Will Rotondi For those who have tried email prospecting and walked away disappointed, it was often because they treated it like they would sales:
by Will Rotondi When you want to know more about someone, you probably look them up online. It’s the same whether you’re in a personal
by Will Rotondi It’s easy to want to dazzle your prospects with your brand image and other visuals in order to get them pumped about
by Will Rotondi Sales guys will try to give you the whole East Coast and tell you how it’ll fit your budget. Marketing guys just
by Will Rotondi I hope your answer is yesterday. It takes time to warm up your cold leads – those who know next to nothing
by Will Rotondi My wife and I recently took a trip to the beach, and on the last day ended up volunteering for a sales
by Will Rotondi Your time is very important. More than likely, if you’re reading this, it’s one item in a long list of things that
by Will Rotondi You’ve seen emails like them before. They are practically newsletters that you didn’t ask to receive, nor do you care to read
by Will Rotondi Let’s face it, there are those out there who aren’t fans of picking up their phones. They’d rather look others up on
by Will Rotondi Prospecting is full of swearing. Sometimes it’s silent, when you’re cursing the heavens that no one wants to talk with you. Sometimes
by Will Rotondi With rare exception, your business isn’t distinguished by the price for its service or product, but by its value. The problem isn’t
by Will Rotondi Data is a touchy subject these days, depending on who’s using it. If you’re talking government agencies, you may be tempted to
by Will Rotondi After you’ve heard no enough times from your prospects, it’s easy to lose faith in the system. If that’s turned you into
by Will Rotondi Contrary to popular belief, you can multitask effectively in certain areas. After all, you’ve probably carried on a conversation with someone while
by Will Rotondi With very rare exception, you’re not going to be able to close a deal the moment you reach out and connect with
by Will Rotondi You’d think asking questions would be the most straightforward part of any prospecting conversation. You provide a service. You know prospects who
by Will Rotondi When you’re prospecting, you want to make sure that a) you’re targeting the right business, and b) you’re talking to the right
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