Many clients I work with have developed processes to work efficiently and consistently. They have defined steps to ensure that work is done correctly and completely without missing any critical components. Work processes have been in place for centuries back to the when hunting groups learned to make spears and fishing nets. As products increase […]
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8 Parts of an Effective Lead Generation Program
Posted by David Wallace on May 17, 2022
An effective lead generation program has eight parts – planning, target, message, roles and responsibilities, communication vehicles, metrics, qualification and follow up. Planning Before implementing a lead generation program, first create your plan. Your lead gen plan identifies: Who you will contact. The “who” is your target audience. This includes how to get lists of […]
Read MoreIs Your Marketing Message Effective?
Posted by David Wallace on May 9, 2022
When assessing your company’s message, or the message that your salespeople are delivering to the market, you may ask “Does that ring true?” or “will my message tell people what we do and attract new customers?” While these questions are good to ask, you need to dive a little deeper. Examine your message to ensure […]
Read MoreWhat Does a Sales Development Rep Do?
Posted by David Wallace on March 30, 2022
“What’s the role of a sales development representative?” “How does an SDR’s role differ from that of an account manager or sales executive?” In a nutshell, a sales development representative (SDR) focuses on the early stages of the sales process. The SDR owns the responsibility of filling your sales lead pipeline, qualifying leads to produce […]
Read MoreWithout a Plan, You’re Going Nowhere Fast!
Posted by David Wallace on February 8, 2022
A territory plan is an essential sales management tool. Without one, a sales goal is just a number. Without a territory plan, your sales reps will not know what it takes to meet their goals. And you will have no assurance they can get there. You’ll be flying blind. February is the time to conduct […]
Read More3rd Consideration in Selling Today: Disciplined Timing
Posted by David Wallace on January 25, 2022
This is my fourth note in a continuing series discussing the five considerations that sales reps must employ when selling in today’s world. They are pull versus push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at disciplined timing. Disciplined Timing Discipline is necessary when communicating, whether it’s daily, weekly, […]
Read More2nd Consideration In Selling Today – Media Choices
Posted by David Wallace on January 19, 2022
This is my third note in a continuing series discussing the five considerations that sales reps must employ when selling in today’s world. They are pull versus push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at media choices. Media Choices Which media or combination of media should you use […]
Read More1st Consideration in Selling Today: Pull and Push Marketing
Posted by David Wallace on January 12, 2022
In my last post, I identified five considerations that sales reps must employ when selling in today’s world. They are pull and push marketing, media choices, disciplined timing, selling cycles and buying cycles. Today, we’ll look at pull and push marketing. Pull versus Push By some estimates, customers and prospects conduct nearly half of their […]
Read More5 Considerations When Selling in Today’s World
Posted by David Wallace on January 4, 2022
Long gone are the days of selling via drop-in cold calls, extended lunches, and afternoons of golf. They’ve been replaced with social media campaigns, text messages and Zoom calls. Selling today requires planning and discipline. Five considerations must go into your sales call planning efforts today. Pull and push marketing – Use a combination of […]
Read MoreThe One Thing You Should Do to Drive Consistent Sales
Posted by David Wallace on December 6, 2021
Concern… anxiety… fear of limitations. These are common reactions from small business owners and founders when I recommend implementing sales processes. They are concerned that a process-driven sales organization will stifle creativity and innovation. They also express concern that processes will make their company less nimble and agile. In a word, they are concerned about […]
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