Protected: Is Your LinkedIn Presence Confusing Clients?
Posted by treadaway
on February 16, 2012
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The one factor that GUARANTEES directors/managers miss their revenue target
Posted by treadaway
on February 1, 2012
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Directors and managers plan how revenue goals are to be achieved and correlate those with the headcount of the sales team. If there are empty spaces in the team, the math doesn’t work. Each member of the sales team may meet their annual revenue goal, but if you are 20% short on headcount, the teams number is in jeopardy.
When sales people get busy, the first thing thrown out is prospecting. However, we all know that when sales people stop prospecting, the pipeline eventually runs dry. The same principle holds true for sales leaders. When they stop prospecting for sales talent, they run with empty spaces in their team which means they have little chance of hitting the revenue goals.
Panicked, they rush to recruit sales people to fill spaces instead of making good choices. Further compounding the issue, once they recruit the sales people, they do not have a plan in place to quickly get these new recruits up to speed so they can generate revenue fast. Some of the sales people make it, and others fail, leaving the cycle to repeat itself once again. Not having a healthy sales person recruitment
pipeline has a major impact on both the top and bottom-line of your business.
Hold yourself accountable for maintaining a healthy sales talent pipeline just as you hold your sales people accountable for keeping a strong prospect pipeline
Winning new clients through LinkedIn
Posted by treadaway
on January 15, 2012
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Have you noticed a flurry of people requesting to Link with you. That’s what a round of redundancies in a company does, people that were not really using LinkedIn suddenly want to LinkedIn with everybody in case they need a job opportunity.
Most people are on LinkedIn, but few know how to use it to find new clients. Firstly, not the way LinkedIn suggest. This would mean identifying someone on your contacts list that you would like to work with, then sending your contact a mail asking them to mail that person on your behalf requesting that they get in touch with you. The chances of all that happening are remote. Here is the way to do it:
List all the people from your clients LinkedIn list that you would like to meet. When you meet your client next go through the list and find out who they think would make good prospects for you. Ask your client to email these prospects on your behalf saying that you will telephone them.
Of course, do not leave the email to your client, they have enough to do. When you get back to the office you write the email detailing the good work you have done for the client (be conservative) send your client the email and ask them to cut and past it and make any changes if they are not entirely happy with it.
They then send their contact the email referring you and you telephone the prospect the next day. This works like a dream and will give a very high conversion rate for meetings and for the business. Don’t forget to thank your client and if you get business, buy them a good lunch!
Ian
Free Breakfast Seminars
Posted by treadaway
on December 4, 2011
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