Lead Generation

Incent your Employees

86. Give your sales team SPIFFs. Although there are many definitions of a “SPIFF”, it is commonly referred to as a “Sales Persons Incentive for Fun”. Essentially, SPIFFs are performance incentives to motivate sales teams. Sales people are usually “coin operated”. Sort of like a laundry machine at a laundry mat. They don’t run unless you put money in them and if they’re not kept active and running they break down over time. Take lead generation to the next level and motivate your sales people by creating financial incentives that help accomplish your end goal. For example, a bonus for hitting five new customers at the end of a quarter, bonus for closing a strategic deal or a bonus for reaching sales quota during a certain period.

87. Celebrate success. Much like motivating your kids, encouragement is the best reward. Instead of criticizing your sales teams try to find successful events or outcomes to applaud and celebrate both individually and publically. Everyone likes a pat on the back over a slap in the face.

Leverage Relationships with Existing Clients

88. Talk to your clients. If you’re closing deals then moving on its time to rethink your strategy. Closing a deal is the start, not the end, of a relationship between sales and your customer. Take every opportunity to call them, see how they’re doing, get their feedback and, most importantly, talk to them. Don’t take the easy route and shoot them a “how’s it going” email. Invest time into the relationship which will lead to up sell opportunities and more lead generation.

89. Talk to companies you’ve sold to in the past. Many sales people tend to “think in the moment”. Stretch out your thinking by making a list of companies you’ve sold to in the past. Give them a call, tell them what you’re doing and explore. Your call could lead