Tagged: tips

new reality of prospecting

The New Reality of Prospecting

By Gil Cargill on October 3

During the course of my sales career and my sales coaching career, I’ve seen traditional prospecting strategies – canvassing, networking, cold-calling, et cetera – become increasingly less effective. As a matter of fact, most salespeople do their best to avoid prospecting because they know, based on their experience that it does not produce the desired […]

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Consideration Rate – The Missing Metric

By Gil Cargill on September 20

The most important and most frequently overlooked metric, as it pertains to business-to-business marketing, is consideration rate. Simply stated, consideration rate is the percentage of desirable sales opportunities that, at minimum, consider you.  For instance, if in your market there will be 1,000 decisions made next quarter and you are providing quotes to 100 potential […]

Your Feet Are Too Small

Your Feet Are Too Small!

By Gil Cargill on April 1

No, this isn’t an article about buying or selling shoes. Rather, the reference that I make in the title is to the size of your marketing footprint. In today’s very crowded, very competitive sales arena, the team that has the best and biggest marketing footprint is, more often than not, the team that gets the […]

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9 Ways the CEO Screws Up Sales

By Gil Cargill on October 23

In many of the consulting engagements that I’ve had over the past thirty-nine years, the real sales productivity obstacle is the CEO. Now, I don’t pretend for a minute to say that CEOs and/or business owners are deliberately sabotaging themselves. But, nonetheless, their actions contribute to persistent underperformance of the salesforce. Following are the actions […]

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Time for a Speed Test

By Gil Cargill on October 13

The speed test that I’m referencing is the speed at which you and/or your organization respond to customer inquiries.  Recent studies show that your probability of closing business drops considerably when the delay of responding to an inquiry is as little as a few minutes. As a matter of fact, some studies show that your […]

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Nine Ways To Improve Traffic – Driving Traffic

By Gil Cargill on February 27

In the preface that I published last week, I talked about the fact that you and your sales team need to be very clear regarding the results that are produced by your products and services when a customer contracts with you. If you don’t understand the quantity of results (as measured by the client) and […]

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The Preface

By Gil Cargill on February 21

Welcome to my nine-week sales acceleration program.  During the next nine weeks, this newsletter will publish one chapter from a book that I am developing.  Our overarching purpose in writing this book is to help the 21st-century sales professional understand that the rules of the road have clearly changed and that our old strategies and […]

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