How to Build Sales Momentum – Part 1

Like many sales people or business owners, you too might feel like you can’t control your sales results. Agreed. But there is no denying that you have 100% control over your sales activity.

If you want to build sales momentum, you need to start by increasing your sales activity. Here are four essential areas to focus on:

Target database: This list must include those companies or consumer groups from whom you are going to be generating leads. It is important to spend time identifying these groups. They may be specific industries, local companies, inactive customers… the list could go on. Buy or build these lists and ensure they are easily accessible.

Leads: These are companies or consumers who have an interest in your product or service but have not yet been qualified as genuine prospects. It is essential to track this data and critical to nurture those who did not convert in to prospects at the first interaction. Take a look at these good practices to nurture leads.

Prospects: These are the companies or consumers who meet your M.A.N qualification criteria:

  1. They must have the Money to afford your product or service.
  2. You must be talking to people who have the Authority to make a decision or at least have a strong influence on it.
  3. They must acknowledge the Need for your product or service.

Customers: They are a great source of new business. You must actively seek opportunities for new buyers, new products, repeat or renewals and referrals.

In Part 2, we will look at the types of sales activities that will help you build this momentum. For now, remember you’ve got to give more sales activity to get more sales results.

Here’s to your success!

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