Advertisement
 

About Dale

Dale Limes, MAS, is Senior Vice President of Sales for HALO Branded Solutions. He is an industry veteran of 27 years, a frequent trainer at industry events, and consults with distributors at every level to help increase sales and efficiency. Dale and HALO are committed to helping industry salespeople by openly sharing top producer sales secrets for professional betterment of our industry.
 

Beyond Words

Rebecca Kollmann, MAS+
Create an Experience
Sep 15, 2014

There are times when we do everything we can to reach our goal as quickly and as effortlessly as possible....



Kiwi's Coaching Corner

Paul  Kiewiet
Focus or Discipline?
Sep 11, 2014

A great many of my coaching clients ask for help with focus. They are easily distracted and stray from doing...



Not So Technically Speaking

Dale Denham
3 Reasons Promotional Products Work Better Than Most Online Advertising
Sep 9, 2014

Promotional products cannot be blocked but online advertising can and is. In fact, the blocking of ads on websites is...



Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
"You Don't Have to be Great"
Sep 8, 2014

That's right. "You don't have to be great to start, but you have to start to be great." I love...



Compliance Chat

Jeff Jacobs
If You See Something, Say Something: Even With Promo Products
Sep 5, 2014

It’s a phrase seen in airports, train stations and other public transport areas, as well as in neighborhoods, parks, public...



Jeff's Rant

Jeff Solomon, MAS
2015 … Really?
Sep 4, 2014

As I write this, it is hot in Southern California, making it hard to believe that summer is almost over...



Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
What Clients Really Want—It’s Not the Best Price!
Aug 25, 2014

A few years back I was speaking at Fruit of the Loom’s national sales meeting, I had the pleasure of...



Selling Smarter

Rosalie Marcus
My Very Personal Connection to the ALS Challenge
Aug 19, 2014

You’ve probably seen the ALS Ice Bucket Challenge all over social media and TV. Perhaps you’ve taken it. For me,...



Embellished

Kyle Richardson
The Best Laid Plans
Jul 11, 2014

Why it's always smart to keep a planner with your schedule and important documents, and why it's never smart to...



Promotional Fashionista

Colleen McKenna
5 Soccer Promotions for After the World Cup
Jul 1, 2014

Studies show that Americans prefer soccer to NASCAR. Here are five items to sell to soccer fans....



Mike's Blog

Michael Cornnell
Interview with Jason Black, CEO of Top Distributor Boundless Network
May 19, 2014

Ranking #19 on the Top 50 List, Black shares his thoughts on the future of the industry and what has...



Be Bold, Be Different, Be Memorable

Rick Greene, MAS
Source Your Inner Iron Man
Jun 11, 2014

Be a hero. Look for opportunities to swoop in and save the day. Source your inner Thor or Wonder Woman....



The Hot Button

Mary Ellen Sokalski, MAS
"How It's Made" Can Make You More
Jun 11, 2014

The show "How Its Made" is celebrating its 22nd season on television. How can we be a hit, season after season,...



Be Dazzled

Elise Hacking Carr
Got Control Issues?
May 14, 2014

Does chaos define you? How you respond to certain situations says a lot about your character. Here are five quotes...



Guest Blogs

Guest Contributor
The Anatomy of Emotional Marketing
Apr 11, 2014

You've probably heard the old adage: "It's the thought that counts." This could not be any truer, especially in business. When...



Big Picture Promo

Matt Kaspari, CAS
Meeting Clients Where They Are
Oct 24, 2013

Promotional marketing is at its best when it empowers a client’s brand, meets his or her objectives and fits within...



My Two Cents

Rick Brenner
For Promotional Product Sales, Protect Your Client's Brand
Jun 3, 2013

Whether you are selling to a global brand like Nike or to your local YMCA, no single asset is more...



Editor's Notes

Nichole Stella
The Perfect Match
Mar 5, 2013

The Super Bowl has also become the Ad Bowl, where brands duke it out to see who has the funniest,...



The Sales Challenge

Bill Farquharson
Think and Succeed
May 29, 2012

What would happen if you woke up in the morning and your first thought was, "I am never going to...



Creating More Purposeful Sales Conversations

Lisa Leitch, CSP, MAS
Under 100 Days to Achieve 2011 Goals
Oct 20, 2011

It's hard to believe, but there are fewer than 100 days left to achieve 2011 goals! Are you on track...



Power Prospecting Tips for 2013

 

The best way to begin formulating your sales plan for 2013 is to do a little "Sales Analysis" of 2012. This is a good time to evaluate what went right and what didn't in 2012.

We suggest you review your account list and ask one very important question as you look at each name on your list: "What could I have done better to help my clients solve their business problems by using branded merchandise?"

Your answers will give you talking points to begin your calls in 2013.

If 2009 taught us anything, it is that we must think proactively about our marketing strategies, and rely less on the reactive nature we enjoy during good times.

January is a great time to spend some quality time on key account prospecting for the New Year.

Here are two suggestions that you may not have thought about before:

1. Develop an "Anniversary" list. The best way to do this is to go to the library or go online and find businesses that are celebrating an anniversary in 2013.

There are two books at the library that will help you build your "Anniversary" list. The State Industrial Guide Book and the Standard Directory of Advertisers.

Both of these books are broken down by area (zip code) and will tell you all you need to know for a warm call. (Sales volume, officers names, locations, what they do, etc.) These publications will also tell you when each business started.

Key point: Focus your new prospecting on all businesses you discover who are having a key anniversary in 2013. What better way to turn a cold call into a warm call, than making the statement: "I have been wanting to meet with you, and since I have been following your business, I know that 2013 is going to be your 25th year anniversary. I work with businesses like yours to help emphasize this important milestone to your customers and employees."

2. Develop a "Trade show" list. The best way to do this is to visit the association websites for the industries you sell to and make a list of tradeshows planned for 2013 for that industry.

Next, contact your prospects and/or buyers and ask if they are planning to exhibit at a trade show in 2013, and do they need help with a trade show marketing plan.

These two suggestions will help you to get a jump start on 2013 and are a good way to do something productive during the holidays.

Best of Success!

Dale Limes, MAS, is Senior Vice President of Sales for HALO Branded Solutions. He is an industry veteran of 27 years, a frequent trainer at industry events, and consults with distributors at every level to help increase sales and efficiency.

COMMENTS

Click here to leave a comment...
Comment *
Most Recent Comments: