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There’s usually a lot of enthusiasm, energy, and excitement leading up to and coming directly out of a first prospect meeting. Then it’s a bit like how a car dramatically loses its value as soon as it leaves the lot....
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As you’re prospecting via email (one of multiple channels you should use), take the time to send a preview/test and open it on your cell phone. You’ll notice how much, or how little, of the message shows up unless it’s...
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Want more traffic?  Write more content. Companies that published 16+ blog posts per month got almost 3.5X more traffic than companies that published 0-4 monthly posts-that’s a stat from HubSpot. And it’s very hard to do. In addition, we know...
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Driving new business continues to be a struggle for firms. Here at Launch, our sales development reps operate on principles of polite persistence, consistency and reaching out with value. We strive to avoid overly aggressive reach-outs, generic messaging and the...
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In our latest survey, respondents ranked “making contact and developing relationships with prospects” as the number one new business challenge. In our own experience, primary reasons we see for this: Time-You tend not to have much to spare No process-even if...
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A wake-up call to jar you out of your daily client machinations: after 2008, everyone got an unfortunate wake up call, and in terms of new business, realized there was no better time to get a lot better at it....
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We occasionally run into companies that aspire to be all-inclusive when it comes to new business. They don’t want to leave anyone out of the decision-making process. This makes sense for some business decisions related to the firm, but new...
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In sales you have peaks and valleys, it’s inevitable, and not for the weak of will. The successful salesperson knows what to do to get out of the valley, but I’ve seen and heard examples of those responsible for driving...
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Two very important for your firm’s new business effort: The average sales person only makes 2 attempts to reach a prospect. -and- 80% of sales require 5 follow-up phone calls after the meeting. So, whoever’s handling new business-you’re not following...
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No matter how far along you climb up the inbound or social ladder or are flush with referrals, when it comes to new business, you will always need to actually talk to a prospect. At some point and sell them...
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