The Benefits of Crafting a Well-Written Prospecting Script

The Benefits of Crafting a Well-Written Prospecting Script

The most daunting part of making a sales call is preparing for the unknown. Will I reach decision-makers?  What kind of questions will the decision–maker ask? Am I prepared with the best responses? Enter the sales script! Think a script is only useful for newbie salespeople? Think again! With the new year comes an opportunity to dust off old material and think of our messaging in a new way. This also allows for an opportunity to showcase new technology, services or offerings you’ve recently added. Taking the time to craft a script that is timely and relevant can mean the difference between a closed deal (great intro, effective probing questions and a convincingly delivered Value Proposition) and a lost opportunity (due to a poor introduction and lack of engagement questions that lead to a summary dismissal). 

Consider these benefits of taking the time to craft a new prospecting script:     (more…)

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The Benefits of Crafting a Well-Written Prospecting Script

The Benefits of Crafting a Well-Written Prospecting Script

The most daunting part of making a sales call is preparing for the unknown. Will I reach decision-makers?  What kind of questions will the decision–maker ask? Am I prepared with the best responses? Enter the sales script! Think a script is only useful for newbie salespeople? Think again! With the new year comes an opportunity to dust off old material and think of our messaging in a new way. Taking the time to craft a script that is timely and relevant can mean the difference between a closed deal (great intro, effective probing questions and a convincingly delivered Value Proposition) and a lost opportunity (due to a poor introduction and lack of engagement questions that lead to a summary dismissal). Consider these benefits of taking the time to craft a new prospecting script:     (more…)

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Incorporate Holiday Cheer into an Online Environment

2020 has been a crazy year. With a global pandemic costing us our normalcy and far more, people are in a collective funk. While it is getting cold outside here in the North, businesses can create a warm company culture for employees. The upcoming holidays are the perfect time to incorporate festivities and fun into your company, even in a remote setting. Although the recent news has broke from Pfizer of a promising vaccine, it seems as though many of us will remain remote till further notice, so make the most of it!  (more…)

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Creative Ideas for Vending During the Holidays

Creative Ideas for Vending During the Holidays

The holidays will be here before we know it! The ongoing pandemic may put a damper on holiday cheer, but keeping the spirit alive is essential. The Vending Industry can help in that department in some unexpected ways. Creativity and innovation will keep us coming together, even while we may be celebrating apart. Here are some jolly suggestions:  

Donations 

Believe it or not, vending machines can make donations to charities simple. While it sounds optimistic, innovators have proved it is possible. The Light The World Campaign proved what one vending machine can accomplish. The Holiday Giving Vending Machine is like any other, except instead of buying a box of crackers, you can buy donations. With locations in London, Manila, New York City, Salt Lake City, and Denver, this machine is spreading glee globally. Within the past three years, it has made countless donations and raised 2.3 million dollars last year.   (more…)

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The Power of Testimonials and Reviews in the Vending Industry

The Power of Testimonials and Reviews in the Vending Industry

It is safe to say that there are no better marketing tools than testimonials and reviews. People want to hear about the good and the bad and, truthfully, anything you see on a company’s website will always come with some bias. For vending and micro-markets, hearing from past customers is good way to decide whether the product or service will be the right fit. There are many benefits – for both your prospects and your company – that come with sharing testimonials and reviews. Some of these benefits include:   (more…)

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Your Prospect Demographics Have Changed, So Re-Qualify!

Your Prospect Demographics Have Changed, So Re-Qualify!

Your prospect list should always be a living document, but right now, more than ever, it needs a check-up. The companies that are back at work must be re-qualified before prospecting can be performed successfully; this task can be performed by either your salesman or by MarketReach. There are three prime areas that require a re-qualification in the face of changes that COVID-19 brought on, and they are (1) the decision-maker’s name and title, (2) staff size if that is relevant and (3) how to get in contact with the decision-maker if they are working remote.  Salespeople will be frustrated and, may in fact, become demotivated to prospect if their whole world is turned upside down — who they thought their prospects WERE, are NOT targets anymore. A salesperson’s job has become monumentally harder.   (more…)

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Reallocate Your Trade Show Marketing Dollars

Reallocate Your Trade Show Marketing Dollars

If you haven’t reviewed your company’s cost savings as a result of trade show cancelations, look now! Even though your total investment depends on the size of your booth and frequency of events, it’s safe to say you’ve saved thousands of dollars. If trade shows have traditionally been a positive investment for your organization, your sales pipeline might be missing some new prospects. Here are some budgeting tips for the end of 2020 now that we are knee–deep in budget season. 

Are you using this money to grow your pipeline? If so, how? 

The unfortunate cancelation of all in-person trade shows and conferences have none-the-less opened countless opportunities for other marketing tactics to be utilized. Now more than ever, marketing and sales are working hard to ramp up business development. How is your company supporting them? Is your company pursuing B2B phone outreach tactics, email marketing, direct mailers or other lead generation techniques? On the digital side, do you allocate funds to paid advertising, for example Google Ads, LinkedIn Sponsored Ads, or Facebook Ads? What accounts for your biggest marketing costs? From a ROI perspective, if you’ve tracked results, which are most successful?  (more…)

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Motivating Your Sales Team Remotely

There is no doubt that having a motivated staff plays a huge role in the success of a company, however, the work-from-home model forces managers to get more creative in how they motivate their sales team. The managers who have an in-depth understanding of their salespeople and what drives them will see positives results in terms of productivity. There are multiple ways to motivate your employees, but you must determine the best option for your specific company culture. In order to do this, consider asking yourself the following:  (more…)

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Breakroom Service Providers: 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 the importance of Qualifying Prospects During COVID-19 and What to Expect From Salespeople During this Time, 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: During the shift to “work from home” that occurred with certain industries, did you make stronger attempts to go after blue-collar businesses that were more likely still on–site? 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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How to Make Your Employees Feel at Ease When Returning to Work

There is a light at the end of the tunnel. As states begin to move through the stages of reopening, it’s starting to look like businesses will be able to start opening their offices sooner rather than later. Regularly check the U.S. Chamber of Commerce’s website as it updates state-specific and sector-specific resources. Also tune into the CDC’s and AIHA’s websites for guidelines on office reopening. 

After months of working from home, it’s expected that your employees may be a little apprehensive about returning to work, especially when the future is so uncertain. Changes in the office environment will certainly play in a role in your employees’ uneasiness. Consider these steps (all of which you can start taking right now), that will help your employees feel more comfortable as we take the first step on the long road towards normalcy.  

Let them know that you will prioritize their health and safety 

Public health and government officials are guiding these decisions. We will only get the “OK” to return to work when it is safe to do so. Still, it makes sense why your employees, especially those with compromised immune systems, may be nervous to be around others in proximity. As their employer, you can be taking steps right now to ease their concerns.   (more…)

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