When prospecting for new customers in B2B sales, every interaction counts and the art of the follow-up will make all the difference between winning or burning an opportunity! Whilst the initial contact is obviously important (can’t get to the end without starting), it’s the strategic follow-up that determines the outcome – these are the specific reasons as to why tactically following up with prospects is a critical element of any
A beautiful contradiction in the life of a salesperson. Whether you’re doing outbound yourself or someone else is on your behalf (be that employees, freelancers or agencies), this principal remains key to building connections with potential clients. Think back to the last purchase you made…. Before you even checked the cost, did you picture the outcome of you making the purchase? How did that make you feel? Happy? Excited? Relieved
Whether or not you’re asked this by the other person – this should be at the forefront of your mind with all sales communication; what is the beneficial outcome to the other person in what you’re communicating to them. You’re on a mission to find some new clients and sell them your services/products. You know what your service/product is, you believe wholeheartedly in it (if you don’t BTW, don’t expect
Back in the summer of 2022, I saw a post that Owain shared on Facebook highlighting the benefits of a career in sales. The post really caught my eye as I have always had an interest in exploring opportunities in sales but had very limited knowledge of the industry. Fast approaching my 40s with no sales experience, a background in the building industry and 12 year’s in the Fire &
Time flies when you’re having fun…right? Or maybe it’s just that, as you get older, the years go by quicker. Reflecting on it, 2023 has passed by very quickly and, whilst there have definitely been positives to take from it, I can’t say it’s been a year of fun. From a business perspective, Dremur Ltd completed its 3rd year which is a HUGE positive of course. 2 months into the
The argument rages on in the sales world but maybe the time when ‘cold calling’ is dead isn’t that far off. For the purposes of this blog, the definition of ‘cold calling’ is using the telephone to call strangers without a pre-arranged appointment and initiating a sales conversation with the ultimate aim of that stranger becoming a customer of yours. Since 1998 when I got my 1st sales job booking
I’m close with ChatGPT. So close that I’ve got a pet name for them – here’s the prompt I gave it to come up with this blog which, after having proof read it, I’ve not edited in anyway: Hi Chatty, can you write me a blog which summarises how the film, Inception relates to being a B2B salesperson who needs to prospect for new business opportunities, build relationships and win
That’s right, Dremur Ltd has finished a 3rd financial year! The results are in and the accountants need to tidy it all up but, as you’d expect, I have a pretty good idea as to what they will show. At a quick glance, our revenues have dropped compared to FY2, our overheads have increased and therefore our net profitability has dropped. You might read that and wonder if the doors
Customer Relationship Management – the concept doesn’t really need explaining so let’s focus on the why and how. If you’ve not got any system for recording information about your prospects and your customers – you’ve not got a business. If you’re using Excel, Google sheets, Word or some other non-specific CRM software then at least you are storing the info somewhere other than the recesses of your mind! However, what
In a recent expedition commissioned ahead of some potential deep-sea mining, scientists discovered 5,000 new marine species in the Pacific Ocean and, of course, this blog has found a way to link it to some valuable lessons for entrepreneurs and business owners who need to grow their businesses by cultivating a steady stream of ideal clients. Much like the uncharted territories of the ocean, exploring untapped markets & discovering new
