Identify Centers of Influence

Were you taught that a business or sales person should spend a certain percentage of time cold calling each week? There are those who have built up tremendous business by cold calling. If that is the case for you, then keep doing what you are doing. Even though sales and business development is a numbers game, wouldn’t it be a whole lot easier if we had better numbers to work with than those that are generated with cold calling?

For those of us who don’t have time to cold call and need or want to produce results quicker, spend that time identifying centers of influence and building strategic alliances. The numbers are simple: you make one cold call, you only have one opportunity. When you have people out there feeding you quality referrals, you have an endless stream of opportunities month after month.

Final Thoughts

Each year between 80 and 90% of small businesses that get started fail. The number one reason is because they are not able to generate sales. Without sales coming in, there is no business. To make sure your business carries on as long as you wish and produces the income you dreamed of, incorporate processes and techniques that keep new business coming in. When you incorporate these strategies you will maximize both your time and the opportunities available. For more detailed strategy and how-to’s for the techniques recommended in this article, visit http://www.salespreneuredge.com.

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