November 4, 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 make you have an idea that will help them grow their 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.