Sales Tactics for Spring: Boost Your Pipeline

Do your sales strategy and tactics need a boost to break out of the winter doldrums? Is it time for some spring cleaning to get that pipeline and prospects list humming again. Well, you came to the right place. We’ve collected the best blogs of sales master Kendra Lee to help you get inspired for a superior spring sales season.

So sit back, relax, read and then get moving. It’s time to spring forward. Speed your sales cycle, improve your email open rates and learn why your customers don’t buy more from you today.

Speed Your Sell Cycle

A fundamental factor in speeding your sell cycle isn’t qualifying budget, authority and time frame before you’ll meet with a new prospect. It’s being recognized as an expert before you reach out to set an appointment.

Why Your Email Open Rates May Be in the Tank

Many sales and marketing people believe that the subject line is the most important factor in getting prospects to open emails. Or, if it isn’t the subject line, it’s the preview of the first sentence in the body of an email. But that isn’t the case.

Why a $10,000 Customer Today is Better than a $70,000 Customer Last Year

When IT service providers and VARs need to generate quick revenue, conventional wisdom suggests they should mine their existing customer base for opportunities to upsell or re-sell big dollar customers who had good experiences with them in the past. The problem with that theory in practice, however, is timing. Simply put, if a customer hasn’t bought anything from you lately, you may not be top of mind anymore.

5 Reasons Why Customers Don’t Buy Everything You Sell

Customers have a nasty habit of putting their providers in little boxes based on what they have purchased from you. Customers only know what you sold them. From early in the sales process through implementation, you need to continually educate your customers about all the different areas you can assist them.

Faking It Won’t Increase Email Responses

You know I’m passionate about email prospecting. It’s one of my favorite prospecting methods, and highly effective when done correctly. Lately, though, I’ve been turned off by a trend I’m seeing from sellers in email prospecting: Pretending they’ve already contacted their prospects.