In last week’s column we talked about getting prospects to call you and I cited a case study by my associate, LinkedIn expert Bruce Johnston. At the end of that column I promised that this week we would talk about how he did get prospects to want to talk to the client, a metal fabricator […]
How To Attract Great Reps
Look we all know that this is one of our industry’s greatest challenges. For a number of reasons not the least being that many board shops have screwed many reps over the years, it is getting more and more difficult to get good reps to represent us. I know that of all the services I […]
Get Prospects To Want To See You!
I come bearing good news. From everything I have heard, one of the hardest things for a salesperson to do these days is make appointments. We have talked about this often in this column, so many times in fact that I have made it my business to try to find a solution to this problem. […]
A Few Thoughts On Selling High Tech PCBs
Selling high technology is not always an easy thing for sales people. First, there is a credibility issue, when people see the word “sales” on your business card you can lose credibility. Listen, you could have been a director of engineering in your previous position before moving into sales; you could have been a full-blown […]
Tools For Managing Your Sales Team
Nothing happens by accident anymore, especially when it comes to sales. It used to be so much simpler; you’d buy a good directory, circle those companies that would make good prospects, call them, set up a meeting, go see them and if you did a pretty good job in that meeting you’d get a quote […]
10 Tips For Making That First Meeting Successful!
Last week we talked about following up on those valuable leads to make sure that we turn them into gold. Everything was about making that first contact and getting that first face-to-face meeting with the target customer. Getting that first meeting is a huge and important step towards turning those leads into gold, but now […]
5 Steps To Turning Leads Into Gold
Companies spend a lot of money getting their sales team leads. They buy directories, they use social media, they go to trade shows, they spend a lot of money on trades shows and other marketing and some of them, the smart ones write a PCB Designers’ Guide book with I-Connect 007. These are all really […]
Turn Your Customers Into Your Salespeople
Most people will tune out when you tell them how great your company is. The will even turn you off if you spend too much time talking about all of the great things your company can do for them. And they will practically throw you out of their office when you start to pull the […]
Seven Great Cold Calling Tips
Cold calling, we all hate it right? Is that you groaning that I hear, because I even dared to bring up the subject? Most of you love those articles titled “Cold Calling is Dead”, tearing them out of the magazines and bringing them to your boss saying. See, see, I told you so.” But sorry […]
Growing Salespeople From Within Your Company
We all know that finding and hiring good sales people has become a problem. There are just not that many good ones out there right now. They are either, retired, gone to work in other fields or like the old general himself just faded away. So what are you going to do? You need sales […]