Brilliant: Sales Excellence stands alone!

In his post today on his blog Sales Excellence, Ian Brodie does such a great job at mentoring the young services company that I felt he would get this post all to himself. He shares an important concept in passive vs. active marketing. In his post, 3 Quick and Simple Steps to Improve Sales in Professional Services Firm, he shares with firms that cutting your budget on advertising and freeing up time for prospecting is a healthy way to increase sales. Read more here: http://www.lighthousebc.co.uk/blog/articles/3-simple-things-to-improve-sales-in-professional-services-firms.html

What I would like to add to the concepts shared in this fantastic post is why this method is so effective. Really there are two reasons this wil work:

1. Direct action and proactive targeted prospecting will generate leads in a quantifiable manner.  You can start to develop metrics and forecast what the prospecting will deliver. You cannot forecast an advertisement’s results.
2. There is a relationship with a prospect that is developed from the onset. If your professionals are the ones building the pipeline, the leads are more ikely to be valuable. They will cultivate them and once they have them as a client, the trust needed for a long term relationship is already there.

Ian really sheds some light on how less spending coupled with less demand will equate to more sales.

Sales training: What do we really need to know about our products? »« Get the free e-book from Top Sales Experts!