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Derek Jeters Shows Salespeople How To Convert Leads to Opportunities
| Guest post by: Dave Kurlan |
Article Overview: If your Star Salesperson prospects like crazy it makes your job very simple. You just point and say "Do what she does and one day you'll get the same results". Then you hold your salespeople accountable to those expectations, let your top performer lead by example and watch what happens.
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Free Download - Sales Courage and Resilience By Dave Kurlan |
Derek Jeters Shows Salespeople How To Convert Leads to Opportunities
Derek Jeter, the leader and all-star shortstop
for the New York Yankees, goes all out running hard to first base on
every ball he puts into play. As a result, it's easy for management to
expect the same kind of hustle and effort from everyone on the team.
After all, if the star does it, then everyone should do it. Other
teams? Not so much. David Ortiz of the Boston Red Sox never runs hard
on a ground ball so what does management say to a younger player who
also fails to run hard?
The sales force has similar issues. If
your Star Salesperson prospects like crazy it makes your job very
simple. You just point and say "Do what she does and one day you'll
get the same results". Then you hold your salespeople accountable to
those expectations, let your top performer lead by example and watch
what happens. But the reality is that most of your Star Salespeople
aren't really stars, don't do what stars do and live off of business
they developed years ago or worse, off business somebody else developed
years ago. Then what?
Speaking of the grunt work, I read a
statistic from one company that showed that they didn't get long term
customer value from leads until 6-10 follow up attempts were made.
SIX
TO TEN ATTEMPTS!!!
That's just to get to first base. (Shameless Baseline Selling tie-in
there)
How many of your salespeople are giving up WAY before 6
attempts?
How many of your salespeople simply aren't working
leads thoroughly enough?
Tell your salespeople that they're going
to have to start running hard to first base on every ball/lead that they
put into play.
Selling is Baseball Backwards
Salespeople Should be More Like Children
Are Sales Tools the Solution?
Are Your Salespeople Still Cold Calling? The Ugly Truth
Are You Following-up for Increased Sales?
Sales 2.0 - Answer to Our Prayers or Costly Distraction?
Aligning and Optimizing Sales & Marketing to Increase Conversions
Guerrilla marketing erects monuments to follow-up, honors it, and practices it.
Happy Ears or an Empty Pipeline?
New Metrics for the Sales Force - Unusual Thoughts for Unusual Times
MLM Opportunities – Taking Direct Sales to the Next Level
The Remarkable Power of an Automated System
Sales Statistics That Reveal Sales Effectiveness
The CEO Who Needed to Hire Salespeople
Judicial Branch Needed to Keep Sales Lead Management Honest
Leads for the Sales Force - Not
How to Sell More Effectively in a Recession
The Constant Harvest
Not Everything Works
The Sales Force with Over Achievers Who Don't
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website Click here to visit Dave's website   Visual Pipeline Predict Sales Turnover Salesperson Selection |
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Re: Expanding to the US?
- Welcome DCM Convert!
Before we can help answer your question, could you provide us with a few more details about your business/industry first?
Thanks for sharing!
- 1. Good info
2. Shows the value of Youtube as a marketing/training tool!
Re: Expanding to the US?
- Hi again DCM Convert,
I think BizLaunch will be expanding their small business training services to the US later this year with the help of Staples Business Depot, their current strategic partner.
Have you considered forming any strategic partnerships or joint ventures with related businesses in the US?
Re: 3 Ways to Grow Your Business in 2011
- Hi David,
I've had a lot of success by building my own media list and then emailing out the reporters when I have a story. I've also used PR Leads (paid program) which got me into the New York Times and Forbes.
I haven't done much with online press releases - from what I hear they can help you with your SEO but they don't get much mainstream media attention.
Let me know if you have any specific questions and I'd be happy to help!
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- Maybe we need a folder where people who want to post this type of stuff can post it, rather than scattered throughout the forums...
Something like Opportunities for Entrepreneurs... or something?
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