Trends In Phone Outreach And Business Growth

Trends In Phone Outreach And Business Growth

After the year we’ve just been through, there’s no time like the present to have your sights set on growth. Phone outreach is one of the most efficient and effective ways to generate revenue. But let’s be honest – phone outreach isn’t easy. 

From dealing with hard-to-reach prospects to getting in touch with the wrong people, phone outreach can be difficult. But, if you’re not already using it as a strategy to grow your business, you’re going to want to start now. The numbers speak for themselves – look at these statistics and trends about phone outreach and business growth:   (more…)

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sales tips for insurance 2024 header

Sales Tips for Insurance in 2024

After a long and arduous year, 2024 brings a fresh start. Now is the perfect opportunity to revamp your company’s commercial sales and marketing plan. This article will show you how any agency can improve its sales in the upcoming year, despite the challenges that may come along the way. Consider these insurance sales tips for 2024:

 Prospect List and Qualification 

Get started by evaluating your company’s prospect list. Identify your most qualified business opportunities. Take some time to reconstruct your target market and focus your attention on them – particularly, your Top 100. The pandemic has caused many businesses to change the way they do business, while others had to close down all together. Many producers focus on certain industry segments such as construction, restaurants and manufacturing, all whose ‘face’ has changed quite a bit this past year. It’s important to requalify your list to be sure you have the most practical targets during this time.   (more…)

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3 Tips to Gain Your Prospect’s Attention

3 Tips to Gain Your Prospect’s Attention

The first 15 seconds of a phone call can make or break how successful it is. This time period is your only opportunity to grab their attention, making it even more daunting.

Since their time is valuable, represent yourself and the company in a concise, yet unique, manner. Differentiate your company in order to create a lasting first impression through an intriguing conversation. Be sure you are interesting to talk with by using vocal variety in your tone.

Follow these tips to help capture your prospect’s attention on a cold introductory call, and secure more time with decision-makers!

(more…)
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Sales Tips to Finish 2020 Strong

Sales Tips to Finish 2021 Strong

Even though there didn’t appear to be much of a “summer”, the calendar kept moving. Not long ago we were writing about What to Expect From Salespeople During this Time and Adapting Your Value Proposition, and now fall has already arrived. Whether vacations were canceled, rescheduled or modified, working people hopefully took some time off to refresh and sales has become top of mind again. Let’s turn up the momentum as decision makers return from their “summer” vacations, eager to start the last quarter strong.  

Track Your Efforts and Re-strategize. 

Identify the prospects you contacted these last few months, and ask yourself the following questions:  

  • Did you make ‘touch base’ calls by phone when businesses were adapting to the pandemic?  
  • Did you utilize any direct mail campaigns or email newsletters and monitor engagement?  
  • Did you attend any virtual networking events or conferences?
  • Did you enter new contact information into your CRM or prospect Excel spreadsheet?   

(more…)

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The Prospect List

The Prospect List

Even the idea of creating a solid prospect list can be daunting. Your prospecting activity in your list reflects your entire sales pipeline. The more activity against your target market (e.g., phone outreach, email, LinkedIn or direct mail), the better the likelihood of building trust and sales activity that leads to closed deals and more referrals.

To create a steady pipeline, you must rely on the paramount foundation of sales activity, which is best kept as a running log of emails, phone calls and other marketing techniques to get attention, and then acquire sales. Here are some small steps to make the process less overwhelming.

Identify Your Sales Targets

To identify your sales targets properly, start by mapping out your core niche industries and geographic radius. Commission opportunities based on staff size and industry will dictate how best to spend your marketing dollars. If you’re going after property/casualty insurance or workers’ compensation—those groups in which staff size is more important than class of business—determine the staff size minimums that still can justify a marketing-spend in targeting them. (more…)

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What To Do When Prospects Ghost You

What To Do When Prospects Ghosts You

Have you ever made it far along in the sales cycle with a prospect and then, just when you are about to close the deal, all communication stops? When a prospect ghosts you, it can be frustrating, leaving you wondering what you did wrong and what you could’ve done differently. However, just because communication has stopped doesn’t mean that you won’t ever hear from them again – there can be many reasons for the “ghosting,” and if you had a good feeling about an ultimate sale, the ghosting could simply be due to bad timing. Consider these suggestions for what to do when a prospect ghosts you:

Key Takeaways

When a prospect ghosts you, you should:

  • Follow up. Avoid being overbearing when following up, being too pushy will drive them away.
  • Send more personalized messages with very specific questions.
  • Remind the prospect of their desired outcomes, then remind them how you’ll help them achieve their desired outcomes.
  • If nothing else works, keep them in your database to revisit another time.
(more…)
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The End of Summer: Looking ahead – Back to Business

The End of Summer: Looking ahead – Back to Business

Back in the beginning of the summer last year, we provided tips to keep your sales pipeline flowing through the summer months. Now let’s keep the momentum going as the decision makers return from their summer vacations, eager to finish out the last quarter strong after a very difficult time to own a business or make a living in sales. (more…)

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The Importance of Good Time Management in Sales

The Importance of Good Time Management in Sales

Time management is an important skill that all salespeople should learn how to master and key performance indicators are a great way to measure how well your salespeople manage their time. The most important KPI that you might use to measure performance is the number of sales each salesperson makes in a week or month. While this can certainly be helpful in determining how “good” your salespeople are at selling, it is also important to consider the quality of each of these sales along with the interactions that come before it. Sometimes it is better to make fewer substantial sales than many small ones that are underqualified or require. With the help of good time management skills, your salespeople can… 

Key Takeaways

  • Don’t waste time on unqualified leads. Make sure your lead qualification system is robust and accurate.
  • Talk to the right people at the right time. Understand where a buyer is in their sales cycle before beginning a conversation. Don’t waste time on interactions with buyers who are in the wrong stage of the sales cycle.
  • Work from your high-priority leads down. Give your most important leads the most of your time.
(more…)
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Two women have a conversation.

The Psychological Side to Selling

At first thought, you may be thinking “how does psychology have anything to do with sales?” But after thinking about it for a while, you may realize that the answer is… a lot. Selling is all about getting into the mind of your prospect and persuading them (or better yet – letting them come to the conclusion themselves) that they need what you offer. Learning about how people think is a great way to better understand your prospect and it will become helpful to arm yourself with the tools to understand and sway your prospect’s thinking. Here are some tips on how you can use psychology to sell during your next sales call:   (more…)

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Communication: The Foundation of Sales

Communication: The Foundation of Sales

Communication and Sales, especially B2B sales, go hand in hand. Very few decisions in the business-to-business landscape are made without some kind of human engagement. Effective communication between salespeople and buyers is crucial. In the process of communicating with prospects, talented salespeople focus their prospecting efforts on properly qualifying, utilizing Effective probing questions, and setting up sales opportunities that have a true “reason to meet”. Let’s dive into more technical concepts about communication. 

The verbal communication process is built on four main components: encoding, medium of transmission, decoding and feedback. Encoding is the translation of thoughts. From a salesperson’s point of view, it is taking a larger, more abstract picture and breaking it down into simple terms for the buyer to easily understand. In order to enhance the encoding stage, the salesperson should focus on two things: their choice of words and tone. Using short words and phrases can keep the salesperson from rambling and losing the prospect’s interest. Having specific answers to the prospect’s questions will provide a level of transparency, ultimately leading to a more trusting prospect. The salesperson’s tone of voice should match the level of the prospect’s energy level. If the prospect seems quieter, having a loud and aggressive approach may just turn off the prospect for the rest of the conversation.   (more…)

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