What the First Day of Spring Means for Sales

By Shannon F. Depending on where you live, there may still be graying slush in the street and a half-melted snowman on your lawn, but the first day of spring is still a time to heat up your B2B sales numbers. We’ll spare you the clichés about spring as a time of rebirth. Here are three real reasons for making the first day of spring count! 1. It’s true: people make more, and better, decisions in the spring. They tend to have increased energy and enthusiasm now that the Second Quarter is beginning and the sun is shining a little harder. Start reaching out to these people at once! You’ll find that prospects who were sluggish about wanting to buy from you in the post-holiday months are suddenly starting to reactivate projects and ideas that were dormant over the winter. 2. Hiring peaks in the spring. The Second Quarter is often a time for companies to evaluate their personnel and consider adding new members to the team. If a company is expanding significantly, they will likely have the budget and the need for products like office furniture, IT equipment, and more. 3. Most office moves take place in the warmer months. An office move is one of the biggest events in the life of a company, and it’s when businesses will spend the most on B2B products and services. In the spring, construction and renovations typically take place at the leased office space. This makes spring an ideal time to […]

Why You Should Know When Your Prospect’s Lease is Expiring

  by Shannon F.   Literally all of our InsightPRM clients offer products and services that relocating companies need—like Commercial Real Estate, Telecom, IT Services, Moving Services, and much more. We stress to these clients that it’s not enough simply to target companies that are moving in the near future. Having only short-term prospects in your pipeline is the sales equivalent of going grocery shopping and just buying one box of frozen bagel pizzas. (We apologize in advance for this extended analogy.) Sure, you’ll eat for a day, but you won’t know where your next meal is coming from. Just like stocking up on staples to have on hand for future dinners, packing your pipeline with possible leads can keep you from going hungry during a period when you don’t have enough short term prospects. That’s where Lease Expiration data comes in. Our clients can use the database to check out prospects whose leases will be ending within the next three years. Why is that useful? Because having a year or so to market yourself to potential customers is an awesome advantage. By the time the customer needs your product or service, you will have had the opportunity to enter at a consultant level instead of merely as a bidder. We tell salespeople to keep on top of long term leads even if they feel it’s too early to start making cold calls. Our most successful clients send mailers and free information to prospects as soon as the lease expiration […]