Smart Sales: New Leads, Old Clients, and Sincerity

There’s a lot of great sales content floating around the web. It’s hard to decide what to read! Every Saturday, we summarize our favorite B2B sales posts from around the Web. It’s hard to catch it all, so let us know what great content we may have missed.

Here’s what caught our attention this week:

Why New Sales Leads Aren’t All that Matter in Sales
In the rush of filling and accelerating your pipeline, it can be easy to become lost in the shuffle and have your priorities shifted.  Obviously you want to focus on new leads.  You want to close more sales and generate revenue.  But sometimes, new leads aren’t all that matter when it comes to sales.  Joanne Black reminds us that focusing on existing customers is just as important, if not more important, as focusing on the new ones.

4 Things You Can Do to Overcome the Belief that You Can’t Sell
Your mindset regarding your abilities determines the effectiveness of your actions.  If you say you can’t sell, then you won’t.  But how can you overcome those negative mindsets that keep you from reaching your full potential?  Mark Hunter offers some advice for putting yourself on the road to sales success.

Be Sure to Close Your Sale with Sincere Thanks
When you close a sale, are you being sincere when you thank your new client?  Or is your smile all teeth with no value behind it?  It’s always important to remember that without your clients, you wouldn’t be where you are today.  You are here because of them, and being grateful for clients isn’t a sign of desperation, it’s a necessity.  Deb Calvert shares the value in being sincere with your clients.

Is Your Team Selling to Everyone?
As your business grows, so too will the number of prospects who want to work with you.  But the question is, do you want to sell to everyone? It’s obviously important to fill your pipeline, but when it comes to quality and quantity, the former should take the lead.  Not every prospect is ideal, and you need to effectively evaluate where they fit within your business model before you begin the selling process.  Colleen Francis offers some advice about choosing the right prospects to work with.

Embracing That You Are a Salesperson
When people ask you what you do for a living, do you tell them that you’re a salesperson?  Or do you dance around the subject and try to avoid using the word “sales” entirely?  The truth is that for most people, the word “salesperson” has become a four-letter word.  It’s synonymous with greedy, manipulative, and selfish.  Anthony Iannarino wants to shift the way the public thinks about salespeople, and the first step is embracing that you are a salesperson.

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