Generate More Leads with Existing Accounts Through Value and Collaboration
By Mike Schultz


Most people think of prospecting as reaching out to people they don’t know, with an over-the-top approach, to interest them in buying something they’re not thinking about. This isn’t the only way to generate more leads.

Prospecting isn’t just a cold activity, and you don’t need a sledgehammer approach to make it work.

Key accounts are typically huge, untapped opportunities for more business, but the outreach tends to look very different.

To generate more leads with key accounts, sellers often use the same tactics they do when cold prospecting. It’s not called “key account sales” just to use fancy words. It’s different.

If you’re selling to a key account, you know them already. And they know you. You’re important to each other. You’ve built trust. That’s a very strong platform. One you should be careful to protect.

At the same time, most realize they can and should be doing more work with their key accounts. Since no one else is going to make sure the client receives maximum business value from their relationship with your company, you must be proactive to make it happen.

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Free Webinar: The Missing Link to Winning More Sales
By Erica Stritch

woody allen

Date: Thursday, May 30, 2013

Time: 2 p.m. ET

Duration: 45 minutes

Mike Schultz, President, RAIN Group
Author, Rainmaking Conversations

Jill Konrath, Sales Strategist
Author, SNAP Selling & Selling to Big Companies

You’ve likely been taught that in order to win the sale, you need to listen to your prospects’ needs and present compelling, effective solutions. But there’s a problem—everyone else has been taught the same thing.

In today’s competitive sales landscape, you must take an additional step if you want to stand out from the crowd: you must collaborate.

If you treat your prospects as partners, and work closely with them to find the best solutions to their problems, your success rate will be much, much higher.

In this fast-paced and engaging session, RAIN Group President Mike Schultz and sales expert Jill Konrath will discuss why collaboration is so essential to your sales efforts and how you can use it to separate yourself from your competition.

Click here to register (limited seats available).

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"Your Fees Are Too High": Steps to Handling Objections That Will Get You Closer to the Sale
By John Doerr

woody allen

If you really do put a small value upon yourself, rest assured that the world will not raise your price. - Anonymous

How many of us, as professional service providers, have heard from prospects, "Your fees are too high," "Someone else will do it for less," or "I don't see why I have to pay all that money just to have you do an audit, write a brief, create a marketing plan, etc.?" And, more important, how many resist the urge to simply lower our fees to get the work?

The answer: all of us and few of us. The problem with lowering our fees for a particular piece of work is that we forever have established our value as that lower amount. As our anonymous friend said, if we ourselves put a low value on our work, certainly no one else is going to suggest our value is any higher.

Why do so many of us fall victim to these worst tendencies? To answer this, we first have to look at objections in general and how they fit into the selling process for professional services...

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Sales Call Planning: What to Know Before Every Sales Call
By Mike Schultz & John Doerr

woody allen

Eighty percent of success is showing up. - Woody Allen

Woody Allen’s advice is pretty sound for salespeople as well, assuming you show up prepared.

We acknowledge that sometimes you do just show up (or—hallelujah—a prospect calls you out of the blue) and you haven't done any preparation for the sales call. It's reasonable to suggest that, on occasion, sales calls are appropriately deemed 'exploratory discussions'; the kind of discussion in which we just talk and 'see where it goes.'

Take this approach in most business development situations, however, and you'll lose more than your share of sales that you should have won. Interestingly, whether you have a two-thousand- or two-million-dollar price point, to increase your odds of winning new clients, you still need to do the same basic planning and know the same essential information before your sales calls.

Here are six sales call planning questions you can answer for yourself before every sales call that will help prepare you for business development success...

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On Relationships, Solutions, and Challengers
By Mike Schultz

sales winners

Having spent two decades in the sales training and consulting world, I get asked all the time what I think about this or that sales approach or book. When I do, it tends to make for productive discussion and learning. Importantly, it helps people decide what’s right for them when it comes to selling.

Until now, I’ve never been asked about the same approach and book on a regular basis. That approach and book is The Challenger Sale by Brent Adamson and Matthew Dixon. And now that we’ve published RAIN Group’s major research study, What Sales Winners Do Differently, we’re getting asked even more often.

Since we get asked often—and since it’s getting a bit old copying and pasting the same emails to clients and colleagues—we thought we’d open up the discussion to everyone...

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