Exclusively for RENetworks Members…

It has been said that, “Nothing ever happens until someone, somewhere, sells something.” Beyond its complexity and evolution over the years, any success in sales remains a very relationship-centric function. Though people buy from people they like, trust, and respect, sales often has a very transactional nature about it. A purchase order or invoice is made up of a document and transaction that solves an immediate problem. This is not to be confused by the campaign, which must be developed to create the sale, but at the end of the day, we define sales as very transactional.

In contrast, business development transforms an organization and creates longer impact. What is transactional in sales can become transformational in business development. Take a look at…

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I get 2-3 calls like this on a daily basis and just can’t help but ask: does this EVER work for anyone?!?  Listen to the audio below.

1. I have no idea who you are!
2. I certainly don’t like, know or trust you yet?
3. You’re shooting completely in the dark as you have NO IDEA who I am!
4. Your message is not compelling enough and the call to action is way too weak!
5. For someone who sounds senior, you’re missing the boat: Like Me – Know Me – Trust Me – Pay Me!

Only when you’re likable, people will invest time to get to know you.  Only when they get to know you, will they trust you.  Only when they trust you, will they buy your ideas, products & services!

Instead try this:

“David, John Smith (hopefully a viable and respected referral source) thought the two of us would appreciate getting to know each other.  I’ve reviewed your website, read several of your articles, watched couple of your videos and believe in your message of quantifiable and strategic relationships.  I’d like to introduce you to a handful of my clients in hopes of securing a speaking, training or consulting engagement for your firm.  In the process, I’d also like to share with you some of our success stories and explore how we can become a strong asset to one another.

Let me know of your interest and availability for a cup of coffee in the next few weeks.

Enjoy the upcoming weekend,”

Does cold calling like this one work for you?  Listen to the audio below.

I don’t know this guy, he certainly doesn’t know anything about my business,
and I can’t help but to think this type of machine-gun, “dialing for
dollars” is a complete waste of time! What are the odds of this guy making
enough calls to get a) an economic buyer on the phone and b) match the right
relevancy with the prospects’ requirements and his value-add?!?

Professional services is a relationship business – influence the
conversation and you’ll influence the relationship; influence the
relationship and you’ll influence the outcome you’re after. The first sale
is always aimed to add value to get me engaged in a conversation…

What’s working for you in creating demand in this economy?

Friday, July 16 | 1 PM Eastern (10 AM Pacific)
Strategic Account Planning

In the B2B world, selling has both "art" and "science" components, and they are equally important. While the "art" of selling refers to the interpersonal skills a salesperson utilizes when they are engaging with their customer, the "science" of selling is all about deciding how and where a salesperson should focus their time.This webinar examines some tried and tested tools for analyzing your territory, prioritizing the accounts in your territory, and identifying sales opportunities within those accounts. It also looks at the typical components of a Sales Plan and how to avoid the 70% failure rate due to poor execution of the Plan. You will also receive a link for a Digital Download of this session.

Complimentary Webinar

Friday, June 11 | 1 PM Eastern (10 AM Pacific)
Winning Opportunity Management

The B2B world is characterized by long sales cycles, multiple buyers, often complex business solutions, and aggressive competition. We often tell salespeople in these situations that it is better to come last than come 2nd in the race, because to come in 2nd means they have probably devoted a huge amount of their time, and the organization’s time, in trying to win the business. This Webinar will discuss tools to help your salespeople qualify the opportunities they are working on, analyze their position in these opportunities, both from a competitive and political perspective, and determine the competitive and political strategies that will help them to win these opportunities. You will also receive a link for a Digital Download of this session.

Complimentary Webinar