To Save Time and Increase Sales, Use a Smarter Sales Approach

Taking right approach

A recent study revealed that salespeople say that finding leads takes up 50 percent of their time.

Spending such a large amount of time on finding people to sell to could have a detrimental affect on a business. Barrett Riddleberger, the CEO of Resolution Systems, Inc., a sales consulting firm, says that there are other ways to approach a sale.

“Many salespeople waste a lot of time actually prospecting because they go about it in the wrong way,” he said.

Gone are the days of cold calling to find prospective customers as there is so much information out there that research can be conducted in the office to help one prepare for a call or meeting, according to Riddleberger.

“Too often, salespeople are told to ‘go out and sell!’ In reality, they should be told to go out collecting information and qualifying buyers in their market,” the CEO said. “Prospecting does not start out on the street, it starts in the office with research, strategy and planning.”

Sales training should encompass teaching new salespeople about a vertical selling approach and using personal contacts to make sales.