| Three simple rules to get you started: - Sales is a numbers game that requires touching 'x' per day to achieve 'y' results, ideally by phone and not email. For a busy founder plan on 20 outbound calls per day. Email, marketing, automation, in-person... all great, but nothing beats a quick phone conversation. There are workarounds for that phone call outside the scope of this brief reply. - The first few sentences of your sales pitch make or break. Research your clients pre-engagement to understand how your product can really help -- in their vernacular. The qualification/Q&A usually suggested is fine, but it assumes your prospects have the time and inclination to follow your sales workflow. - Prospects who tell you they are interested AND who do what they say they will do are worth continued effort. Break contact (move to nurture) prospects who say one thing and do another & expend more time on outbound calls. The only metric that matters, aside from # of outbound calls per day, is actual sales. I do look at proposals, engagement, website stats, etc., but for reasons outside the scope of this reply I've come to learn after 20 years that near real-time factors outside your control drive many buying decisions in ways too difficult to reliably measure. |