Garth’s World offers some tips on making it through the summer sales drought.
- Plan ahead and be ahead of targets already. (That last bit’s a joke, btw.)
- Pipeline development. Which companies should you be doing business with? Go beyond your usual prospects.
- Farm your client base. Add value with cross- or up-selling, longer-term revenue earners and other relationship-building sales options. Use your imagination.
- Conduct your internal campaign. “Spend extra time in the CEO’s office listening to him blather on about his latest shiny object idea.” Talk to your colleagues in tech and business development. Make yourself popular inside the business.
- And don’t call your prospects on holiday…. Desperation doesn’t sell.
