From the Desk of Steve Staccato

Ready To Go To Market? Are You Sure?

Posted by Steve Staccato

Jul 24, 2014 4:40:00 PM

SalesStrategyMore than one recent startup company has suffered because it failed to understand its ideal customer profile. Even the most experienced and star-studded company or product launch is doomed if it can't meet customer needs. What you need is a process for establishing a sales strategy that really works.

  • Study -  The first step in establishing a sales strategy is to clearly identify your ideal customer profile and learn everything possible about your target market, including existing products, processes and people. Study the competitive landscape and make sure you know the problem you're solving and why that matters to your target base.
  • Organize - Consider any existing sales and marketing plans and determine if and how they need to be tweaked. Identify your key performance metrics, market penetration requirements and roadmap. Analyze your sales approach, value proposition, customer needs and impact.
  • Launch - With your plan developed, it's now time to execute it. Make sure you have the right team in place to execute your plan. Create an effective sales team that knows how to create value for your potential customers and your company.
  • Measure - Here's where the numbers come into play. Don't abandon tactical details. Make sure your salespeople are delivering your message and performing the necessary tracking and reporting to ensure the execution you envisioned.

For more tips on establishing a sales strategy, please contact FRONTLINE Selling.


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Topics: Prospecting Tips

LinkedIn Prospecting: Tapping Into This Social Media Platform Can Uncover New Leads

Posted by Steve Staccato

Jul 11, 2014 9:00:00 AM

LinkedIn ProsepectingIf you’re in on the whole social media scene, you probably recognize how useful LinkedIn is for your professional pursuits. Have you tried marketing with LinkedIn yet? LinkedIn can help you obtain more clients and therefore more business revenue. While you can also target existing clients, let’s learn more about increasing your professional connections using LinkedIn.

Why LinkedIn?

Do you remember the days before social media? Today there are a host of social media avenues to open new doors to reach potential prospects. LinkedIn is at your disposal and is one of the best platforms for convenient, easy and effective prospecting. Use it to reach people quickly and receive valuable feedback. These are the keys to building a foundation of professional credibility and trustworthiness.

Tactics for LinkedIn Prospecting

  • Create your profile - Fully complete your profile and be sure to include a professional profile picture.


  • Use keywords - What keywords and phrases are leading your industry? Do your homework and use the right keywords in everything you post to grab the attention of search engines and readers.


  • Follow proper LinkedIn etiquette - One expectation is that all your interactions are conversational, not promotional. The purpose of LinkedIn is to help prospects solve their problems as an industry expert, not to sell products then and there.


  • Get to know your prospects - What are their professional titles? What roles do they play in their businesses, and what do the businesses represent? Piece together all this information to help you reach out more effectively.


  • Leverage your close proximity - Get to know the physical location of all businesses you prospect with. This opens up the opportunity to interact with them at events in your area, which furthers your efforts to glean productive relationships.


  • Join LinkedIn Groups - You can join up to 50 groups or form your own for others to join. Both methods are critical for building relationships on this social media platform.

LinkedIn prospecting is just one way to look for leads and grow relationships. Contact FRONTLINE Selling today for more information about prospecting optimization. 

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Ask Compelling Questions and Watch Client Communication Soar

Posted by Steve Staccato

Jul 9, 2014 3:29:00 PM

client communicationUnderstanding is a vital element of client communication, and one of the best ways to increase understanding is to ask questions. Consider using the following techniques to craft compelling questions that improve client communication and get the answers you need:

  • Make your questions one sentence - Meaning and intent can get lost in complex questions. Explain the situation at length if necessary, but when it's time to ask the important question, keep it to one concise sentence. This focuses the question on the most important topic and keeps the subject open-ended.
  • Ask open-ended questions - To ensure you understand your customer, asking open-ended questions (questions that cannot be answered with a yes or no) will expand the dialogue and provide additional insight. 
  • Ask for clarifications - If you don't understand what the customer wants, ask for clarification. For example, "I think that will work. Could you explain it again so that I'm completely clear on the matter?" Or you can restate what you believe the customer has said, "Let me make sure I understand. It sounds like you ..." Your customer will either confirm or clarify for you. 
  • Avoid either/or questions - Sometimes it may seem like the solution to a problem will require one of two options. Even in cases like this, avoid questions that set those two options out as the only choices. Ask more general, open-ended questions to give your customer the opportunity to offer options you may not have considered.
  • Ask, then keep quiet - Once you ask the question, give your client the opportunity to state the answer before you speak again. Don't try to fill silences or pauses with more talk. Let your client think and answer when ready.

FRONTLINE Selling can help you refine your client communication processes. Contact us today for more information on services that help you prospect more efficiently and close more sales.

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Don’t Waste Clients' Time: 3 Keys to Effective Conference Calls

Posted by Steve Staccato

Jun 13, 2014 9:00:00 AM

managing conference callsIn today's business environment, it's not uncommon for companies, employees and clients working on the same project to be located in different parts of the country—or the world. Conference calls are a well-established way of allowing individuals separated by distance to discuss issues in real time. Even so, conference calls are often dreaded, with the calls considered inefficient, boring or simply a waste of time. Managing conference calls effectively is critical to their success. Here are three ways you can improve the process.

  • Set and stick to an agenda - Before initiating the call, devise an agenda that makes clear what will be discussed. Include an outline of subjects to be covered and an indicator of what the call should accomplish. The call leader or facilitator should be prepared tomanage the conversation so it stays focused on that agenda. When someone veers off subject or the discussion heads in directions that aren't relevant, the leader should steer the conversation back to the main topic. Distribute the agenda by email, fax or other means in the days leading up to the call.

  • Establish expectations - Recognize that some call participants will have different conversation and interaction styles, and that a clear, well-ordered discussion may not be a natural result of those styles. The call leader must effectively facilitate the call, which may mean setting some limits on those who talk too much and encouraging participation from those who talk too little.

  • Actively involve call participants - Give everyone on the call a chance to comment and make their voices heard. A good way to make this happen is for the leader to set aside some time to ask each participant for their ideas, observations or remarks. This technique has the added bonus of helping participants maintain focus and alertness.

FRONTLINE Selling encourages efficient yet productive conference calls for your company and its clients. Contact us today for more information on how we can optimize your prospecting efforts. 

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Join Us for Breakfast at Our June 5th B2BCamp UnMeetup

Posted by Steve Staccato

Jun 2, 2014 8:52:35 AM

B2BCamp UnMeetupAre you making as many sales as you’d like? Are you getting through to key decision makers quickly? Learn the proven method that delivers qualified leads and gives you direct access to people genuinely interested in your products and services. Tell your story to customers primed to listen and close the deal.

Join FRONTLINE Selling™ at the B2BCamp® UnMeetup

Come to Atlanta’s Technology Village on Thursday, June 5th for breakfast and a transformative panel discussion. You’ll meet and learn from three top industry experts, Kyle Porter, CEO of SalesLoft; Mike Scher, CEO of FRONTLINE Selling and David Kurkjian, Founder of MasterMessaging. These industry leaders will show you how to streamline your sales processes and close more deals. Selling isn’t easy; it takes skill, focus and commitment. You have those things. Now get the secret to:

  • Finding the right people
  • Getting their time and attention
  • Telling your story
  • Closing the deal

Our B2BCamp® UnMeetup panel focuses on syncing marketing’s efforts to provide a stream of highly qualified, targeted leads – with sales’ mission to share compelling stories and close more deals.

The Secret to Selling Panel: Key Takeaways

  • Learn how to identify and source the right targets.
  • Optimize your prospecting efforts to achieve 200%, 300% more first appointments with key decision makers.
  • Understand that people buy based on emotions -- and justify with facts and logic. 

Make 2014 the year that you break out -- and break through -- barriers that once impeded the sales process. This event will forever change your thinking about marketing, prospecting and sales. Get inspired at the B2BCamp® UnMeetup hosted by FRONTLINE Selling™. Join us at Atlanta Tech Village, Thursday, June 5, 7:30 - 9:00 a.m.

Join us for breakfast -- register today!

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Meet Steve Staccato

We are excited to introduce Steve Staccato, a very special friend of FRONTLINE Selling. 

He's a little prospecting genius and he'll share some prospecting tips, techniques and trends, not to mention other great information here on our blog.

So, stay tuned . . . you just never know what Steve has up his sleeve.  Oops, you're right.  Steve doesn't have any sleeves!

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