July 12, 2010

Do you think you should be doing better in one specific category? Consider making that your sales team's focus for a couple of weeks and do a "Category Blitz."

• Strategize on a special package or offer to take to prospects in this category.
• Each morning of the blitz, take bagels to the prospect's business first thing in the morning, tell the decision-maker you have an idea that will help grow the business and ask if you can come back tomorrow to present it.
• Provide enhanced commission for business closed in this category for your sales team or other incentives.
• Put a scoreboard up or thermometer that you color in as that category's business grows.

You get the idea ... make it your focus and I'll bet you make a dent in that category.