Prospecting

Prospecting

• Want To Sell Better? Prospect More

  It might seem counterintuitive, but the best way to avoid sales crises and frenzied selling tomorrow is to do more prospecting today.

   

• 20 Steps to Efficient Selling

  Rack up more sales in less time by adopting these experts' sales advice.

   

• How To Get the Most Out of Your First Sales Meeting

  Get maximum benefit from your first meeting with a prospective client by asking lots of questions and listening intently.

   

• How LinkedIn Can Help Make You a Better Salesperson

  10 reasons why LinkedIn is a great way to use social media as a sales tool.

   

• Get Your CRM On

  "There has been a buzz for a number of years about customer relationship management (CRM) in the construction supply industry," writes veteran LBM consultant Chris Rader. CRM is more than just technology, however, its also about information says Rader.

   

• The ABCs of ABP

  I like to joke that everything in life is tied to LBM. Now it has even changed how I view one of my favorite movies.

   

• Screen Gems

  You have heard those words dozens of times in your life and probably said them hundreds more. Everybody knows that selling is a numbers game, but surprisingly few actually take time to measure the data that create predictable success.

   

• Effective Sales Strategies for Today's Market

  This whitepaper, commissioned by Ainsworth, explores a number of sales strategies that are geared toward today's challenging LBM sales environment.

   

• Second Place

  For certain, the slowdown offers a critical lesson: You should have been vigilantly prospecting for new business all along.

   

• In the Lead

  The architectural community offers an outstanding opportunity within the distribution channel that is remarkably lucrative for those who commit time to an architectural sales process.

   

• Market Matters: Future Plans

  Home builders are the next big target for house plan publishers, and dealers appear to be a logical conduit.

   

• Information Superhighway

  Use research to speed up your search for new customers.

   

• Precious Gems

  What can the diamond trade teach us about LBM sales? More than you might think. The distribution and sale of these precious gems exemplifies the importance of having a systematic approach to qualify and grade your assets and, in turn, maximize their worth.

   

• Positive Thinking

  Let's say you're the sales manager and one of your direct reports is 5 percent behind last year's sales numbers and 12 percent behind this year's budget. You had put him on notice two months ago and since then he has been doing a solid job of prospecting. In fact, he has opened positive discussions...

   

• Sales 101

  If you approach prospecting as a disciplined science, you will learn how to work smarter, not harder.

   

• Formula for Success

  To become a sales leader you must be able to calculate what activity is required to achieve your goals.