Home » Blog » Archives for Christopher Bass MBA

Author: Christopher Bass MBA

Christopher Bass is a sales expert with over 20 years of experience in every possible facet of sales. He speaks, writes, trains, and coaches companies and sales professionals on how to WIN more sales faster. With field-tested, real-world experience, academics and intensive self-study under his belt, Christopher has the "right combination" of expertise to help your sales team WIN MORE sales today!

Daily Tip on Winning Sales #1

Always Be Closing
#DailySalesTip

 

This is an introduction regarding the new format I will leverage in delivering to you my daily tips on “How To Win More Sales”. #howtowinmoresales. I have concluded that while videos and the written word are excellent methods for delivering this valued content, there is at least one essential element lacking.  What is this element you are asking?

Well, both videos and the written word, lack the mobility and/or flexibility that a busy sales professional needs so that he/she can multi-task. An audio format gives the sales professional the ability to learn on the go;  to learn while driving;  to learn while doing chores;  to learn while exercising; to learn while eating;  to learn while… well I think you get the point. No other platform type, that I am aware of, gives this flexibility to learn on the go like audio content. Thus, giving the sales professional the ability to effectively maximizing his time.

Do yourself a favor and listen to this audio tip. While it is just an introduction, it is a powerful statement of how I plan to leverage this medium and deliver to you, the reader/listener practical answers to the all-powerful question that you should be constantly asking yourself.  Which is, “How do I win more sales today”?

As always, do share your thoughts on this point. Better yet, give me your suggestions on what challenges you would like for me to explore and provide tips on.

Also, if you are not registered to receive these daily tips via email, you can do by subscribing to the blog. (See the sign-up form in the right sidebar of this post).

Until the next time, remember this point.

Change is only necessary “ONLY”  when “WHAT” you are presently doing is not delivering you the desired results.  Failure to change that which is no longer working will doom you to suffer the same or worst results. It was Einstein who said that insanity is doing the same thing over and over again, yet expecting difficult results. Are you insane? I think not.  Therefore, if not “TODAY, if not “NOW”, when will you begin doing something differently? 

Platform: Get Noticed in a Noisy World- Book Recommendation

The book is an excellent read. It offers a very practical step-by-step system for creating a product that WOWs,
building the foundations of your Platform prior to launch,  expanding your reach once your Platform is launch, and most importantly, knowing how to engage with your audience so that they not only come back but bring a friend or two with them

Read more

CHAPTER 2: LEAD GENERATION

 

Webp.net-resizeimage

2: Lead Generation


“By far the most efficient approach to deal with your leads is always
to use a process that automatically brands you, supplies worth to your
prospects follow up with them, and sorts out the uninterested people”.

– CallBox Inc –

Jeffrey Gitomer is famous for saying, nothing happens until a sale is made. While this is absolutely true, without a lead, no sale can take place, however. This meaning is simple. If sales is the driver of economic movement, then leads are its fuel. If sales is the grand building towering over the city, then leads are its foundation. If sales is the head on the body, then leads is its neck. Thus, lead generation is the single most important element in generating sales and ensuring business survivability.

According to Marketo, a leading marketing automation platform, lead generation “describes the marketing process of stimulating and capturing interest in a product or service for developing sales pipeline. As the buying process has changed, marketers need to find new ways to reach buyers and get heard through the noise. Instead of finding customers with mass advertising and email blasts, marketers must now focus on being found and learn to build continuous relationships with buyers.” I assert that Lead Generation is much more than that. Lead generation includes both the inbound marketing process described by Marketo and the traditional interruptive type typified by advertising and PR. Lead generation also includes that universe of goals, strategies, tactics, and processes for piquing prospect interest and converting that interest into qualified opportunities for the funnel. These sales opportunities must ultimately result in new customers. Regardless of whether you accept my definition or Marketo’s definition, lead generation is clearly a process that requires preparation, precision, and persistence.

Two Broad Approaches to Lead Generation

Over the years, I have come to conclude and accept that there are generally only two major ways of generating leads.

1. Promotion
2. Prospecting

Because of this distinction, I have often been tasked with clearly defining
promotion relative to or versus prospecting. When you think about it, promoting and prospecting are both outbound efforts that a company or sales professional pursue.  I often state that all marketing is outbound. Even inbound marketing is outbound in its initial efforts. There are, nevertheless, some subtle differences. For instance, promotion is tasked with generating enough awareness, enough interest, enough demand that the buyer initiates the all-important sales conversation. In other words, promotion is used to attract prospects. While prospecting seeks to achieve the same goals, it does so with the intention of the sales professional initiating this same all-important sales conversation. This means that prospecting is about finding and discovering prospects. To reiterate, promotion results in the buyer initiating the sales conversation while prospecting results in the sales professional initiating this conversation. Promotion is about attracting while prospecting is about finding. Is one better than the other? Is one a better fit for a particular company? A particular type of product? A particular type of salesperson? Depends, depends and depends again.

Many inside sales organizations in the SaaS (software-as-a-service) space, plus other companies from a host of different industries, increasingly rely more on the promotion approach, especially the inbound marketing variety, to generating leads. These companies are increasingly moving away from prospecting. This is due in part to the evolution of the seller-buyer relationship and the challenges associated with perfecting an effective outbound prospecting strategy. While I do understand the environmental factors that have caused this shift, I do believe that such a move is short-sighted. I don’t believe that this conversation is one of either or, but instead one of both. Hence, part of my mission is to explain why prospecting is still a viable option especially for those companies suffering from anemic prospect pipelines.


What to learn more? Want to find out the key differences between promoting and prospecting?

button2getcopynow