LeadJen

It is with great sadness that we share a recent loss of a dear LeadJen employee and friend, Mary Ellen Farrell.  Mary Ellen "ME" Farrell passed away suddenly this weekend.  She worked for LeadJen as a Lead Development Executive for over 6 years and was a greatly valued member of our team.  Our team is working through this loss, how it impacts each of us personally, how it impacts the company and how we can team together. We want to especially thank all of our LeadJen friends and clients for their thoughts, prayers and support during this grievous time.

"Smiles, ME" - you will be missed!

To develop an internship program that delivers value to both the company and the intern, Marshall VanNahmen recommends these best practices...

I heard a story recently that made me chuckle. A new sales executive was working on prospecting calls to generate activity and appointments to fill the pipeline. A lot of time and effort was spent by the new sales exec and the management team to build knowledge and to help internalize the message. When the new sales exec start placing mock calls for training, the management team realized the wrong phone number was being used in the voicemail.

Prospecting is tough! Everyone who has done prospecting knows that to be true.

In prospecting, sales people are always on the lookout for the next new idea or coaching that will add success. I always used to roll my eyes when I would read tips and techniques that encouraged smiling–that is until I tried it. Wow, what a difference it made. It wasn’t necessarily the smile that had an impact, it was that by smiling, I changed my level of enthusiasm in my calls. Many people (including our toughest prospects) adjust their attitude and demeanor to that of those around them. It works over the phone as well as in person. Doesn’t mean that the prospect will always say “yes”, but enthusiasm is contagious. It’s easy to have enthusiasm when starting calls for the first time. It’s not so easy to have that same level of enthusiasm after 40 voicemails.

When making prospecting calls, it seems like many sales executives get caught in the trap of “you-based” messaging. “YOU will see these results. YOU have these problems. You will absolutely benefit from this solution.”

Let me ask. How would YOU feel if receiving that call? I’m guessing like most prospects and like me, it would make one wonder…”how is it that YOU think YOU know me that well?

What is the most common objection by far in this economy? Lack of budget! We see that objection in each and every industry and for each and every client. The frequency of that objection has definitely increased in the last 90 business days.

First of all, the real purpose of the call is to uncover if the company is in a position desirable for setting appointments with our clients.