Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
http://predictableprospecting.libsyn.com/podcast
Episode 4: Increasing Sales and Team Morale Simultaneously is Possible - Jeremy Donovan
When your goal is to double sales productivity AND increase happiness the insight of a sales strategist is key. Our guest today is Jeremey Donovan the Head of Sales Strategy for the Gerson Lehrman Group.
Jeremey believes that goals in sales and improving staff happiness can be achieved simultaneously. He views his position as that of a service professional with a goal to make the sales staff’s jobs easier.
Jeremey Donovan was once an electrical engineer who moved through many roles to his current position with the Gerson Lehrman Group. His methods include involvement of key sales staff to improve a process before rolling out and split testing emails before templating.
Jeremey strives to make the prospecting process personal by encouraging staff to write with a conversational tone. Providing training to employees is one of his largest priorities when tasked with improving morale; increasing skills to empower.
Episode Highlights:
- How to “stack the deck” in your favor when introducing new policy
- When to ask “Are We A Fit for You?”
- The process for creating an email template
- Tips for effective emails
- Common requests of sales staff during employee survey
- What skill Jeremey believes is invaluable
- Jeremey’s biggest tip for increasing prospecting
Resources:
Gerson Lehrman Group
Connect with Jeremey on LinkedIn