Perspectives

Copyright 2018 by DNN Corp

 

Nicole Bergen's Articles

Top 3 ‘New Biz’ Mistakes to Avoid

First, new business is a game of quality over quantity. When we ask our account executives for their list of “current prospects” we are often surprised to see them bring an alphabetized list of over 50 accounts.  How can a person make progress on anything if they are calling on 50 accounts!?  Instead, focus on 6-8 quality prospects at a time and put them in order of strength.   Set individual goals for each account and put outlook reminders in your calendar to accomplish certain tasks like…

1.    Cold call client
2.    Send client email
3.    Send client an article
4.    Send client research
5.    Send client a case study “sneak peek