Posts Tagged ‘sales team meetings’

MAKING the “A” LIST – The “A” List is for Sales Leaders

Friday, March 6th, 2015

People always want to know how to get on the “A” list so that they will be invited to a particular party or event. “A” list people are the most valuable people; they are the biggest donors, create the best event dynamics, people who you want to do business with or become part of their social circle. Some may be people that you hold dear to you. Creating this list you need to look at the pool of people you know and the people you want to know, then entice them with something that they can’t refuse. This works both in the social and business landscape. Creating an “A” list in business helps define where your business is going and how to market to the list. First you will need to pull that list together.

Who is going to make the cut for your list?

A List

Pulling this list together is as simple as defining which people/companies you want to see your company engaged in business.

  • Leaders in the industry
  • Up and Comers
  • Companies that you have worked with in the past
  • Companies that you are currently working with
  • Competitors Clients
  • Influencers (could be a golf pro that knows prospective prospects)

Forming the list will take time. You may have names that come to you right away. You will be able to pull from your CRM. Then you will need to research and think a little outside the box. Outsourcing is an option and may be able to help you identify leaders, up and comers, influencers and competitors clients. This option will let you stay focused on selling and growing your business.

Once you have your “A” list, segment it to make sure you are directing a message that will appeal to each group. The golf pro may not be interested about new accounting software – but may be interested in attending an event that you are hosting to gain new clients. Your competitors’ clients may be hesitant about switching firms but if you offer something that they are currently not receiving or if they become unhappy – they will not need to look far – because you have been there the whole time.

If you don’t have an “A” List – it is time to create one. Industry leaders have one (may be called something different) but this is how they are able to sell and market to the different segments.

What Every Sales Professional Needs Right Now

Friday, February 6th, 2015

There are so many lists online of things that every sales person should have – from skills to technology. Some of the lists are quite humorous – listing motivation and selling skills as things sales people need. Nothing like having an unmotivated sales person! Here’s some of the “must haves” from various lists:

Sales professional

  • LinkedIn
  • knowledge
  • selling skills
  • focus
  • motivation
  • ability to work from home
  • fresh breath
  • CRM mobile app
  • Google Maps
  • clean hands
  • small talk
  • presentation
  • various apps for paying, tracking & note taking

There are many more lists that contain information about the latest technology and how it will benefit a sales professional. Did you notice anything missing from the list?  How about an updated CRM or a prospect list? Or a list of industries that use or need your product or service? Developing a prospect list can be done by you or an outside resource. During your meeting with prospects is the time to unleash your gifted selling skills. Your knowledge, motivation, Google Maps, presentation and  gift of small talk will help you close the sale with those prospects.

What’s missing off of your sales “must have” list?

Advertising that Costs $150,000 Per Second

Monday, January 19th, 2015

super bowl

Before the Super Bowl last year, NBC already started selling ads for Super Bowl XLIX.  NBC is charging about 4.5 million for  a 30 second spot. That is about $150,000 per second! And that is for just one spot!

At LeadGen we don’t charge nearly as much an eighth of a second of an ad running during the Super Bowl. And we target prospects – we’re not selling a meat lovers pizza to vegetarians. We hone lists and finesse messages to develop a rapport with prospects. One-on-one conversations with key decision makers who have the power to buy what you are selling.  We work seamlessly with your marketing efforts – and support those efforts. Are you emailing prospects, attending trade shows, planning an event, sending a direct mail piece? Meshing a calling program with any of these efforts will create the largest impact and put your company right in front of the prospects.

Thinking of your upcoming marketing efforts – does an ad during the Super Bowl or a direct calling campaign fit?


2015 Sales Forecast

Friday, January 9th, 2015

2015 is off – it started – whether we were ready or not. Budgets are in place, goals set and you are trying to close sales that you started working on in 2014. As you are finessing those hot leads who is working on finding you new prospects for 2015? What are you relying on – social media, cold calling, emails, direct mail, ads, trade shows, word-of-mouth? Are you living in the “Field of Dreams” mentality that if you have what they need – they will come? How will they know where to find you?

EAS LeadGen is works with companies who share the same challenges that you are facing. We are helping them with a holistic approach to sales marketing. Look at what you are doing to gain new sales and find the cracks. We have the expertise to fill, repair and prevent those cracks from happening.

Networking Ice Breakers You Shouldn’t Leave Home Without

Thursday, December 20th, 2012

Besides all the networking preparations and the “do’s” and “don’ts”, it is important to arrive at an event with questions that will further your discussion with whom you are meeting. Try a few of these and see how you do.

  • Have you been to this event before?
    • Yes answer: Who was the guest speaker and where was it held?
    • No answer: What do you know about the guest speaker’s topic?
  •   How did you get your start in this business?
  •   What are some of the attributes of your “perfect customer” in case I can refer you business?



What Should You Do Before a Business Networking Event?

Sunday, January 8th, 2012

Getting the most out of a business networking event can be challenging. Here is a list of eight things you should do before an event to maximize your networking and prospecting potential.

  1. Bring your networking tool kit.  The networking tool kit includes: an ample supply of business cards, your name badge, any collateral material (flyers, brochures, etc.), and your marketing message (often referred to as your elevator pitch).
  2. Define your goalWhat is your goal for the event? Will you be able to achieve this goal? How will you achieve this goal? Goals could be about how many people you meet, the number of company contacts you establish, or meeting key people.


The Allocation of B2B Marketing Budgets

Wednesday, December 7th, 2011

It is very interesting that firms are allocating large amounts of their marketing budgets to trade shows. What are they doing about prospect follow up? A recent article that I read stated that most leads/contacts from trade shows are not followed up on. It makes me think that companies should invest more of their budget in telemarketing to make sure there is proper lead follow up.

Most Challenging Marketing-Sales Funnel Process

Thursday, October 20th, 2011

This chart, provided by, shows the results of over 1,700 B2B marketers who were asked what is most challenging in the marketing-sales funnel process. Chart of the Week

As you can see, Lead Generation comes in a close second.  Using a lead generation expert, such as EAS LeadGen, will remove your lead generation challenges in this process and will provide you with prequalified, face-to-face appointments.

What do you find most challenging in your sales funnel process?


Need a 4th Quarter Sales Infusion?

Tuesday, September 20th, 2011

The third quarter of 2011 is upon us. Are your sales on target? The better question is, are you surpassing your sales goals?

It’s time to look at getting a fourth quarter sales infusion. Contacting EAS LeadGen, a professional lead generation firm, can help you increase your sales pipeline by providing you with qualified leads.

It’s time to amp up your game. Trade shows may be coming, email blasts are being sent out; what are you doing to follow up? To optimize the leads, hire a pro at optimizing. It is a very simple process:

  1. Contact EAS LeadGen
  2. Agree to a trial
  3. Provide us with a list or we will create one for you
  4. Attend your appointments
(There is also some paperwork that needs to be completed.)

Sales Presentations – What do people remember?

Monday, August 15th, 2011

This has been posted several places on the web – and I found it interesting when thinking about the sales process.

Do remember, during a sales presentation, people typically comprehend:

11% of what they hear

32% of what they see

73% of what they hear & see

90% of what they hear, see & discuss

For other great information about sales meetings/presentations, check out EAS LeadGen’s next newsletter. Sign-up here.