Trending Sources

When Is The Best Time to Contact a Prospect? Answer Here

Fill the Funnel

A new web tool is providing an answer to the question “When is the best time to connect with my prospect?” It then graphically shows you the times and days that they are most active online.  It goes so far as to tell you what time and day of the week you are most likely to reach your prospect.  Do I have your attention? Let’s say that you want to contact me. Jigsaw.

Jigsaw 119

Closing a Sale Is Straightforward: Give Your Prospect a Task

No More Cold Calling

Asking your prospect to engage in the process does. Consider this sales scenario: You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. Why won’t your sales prospect return your messages? Everyone Has a Job (the Prospect, Too). Whatever you decide is appropriate: Make sure your sales prospect has a task. Silence.

Finish 2011 Strong While Laying the Groundwork for a Great 2012

Sales and Management Blog

Take control of your sales business and income by:   Clean out your dead prospecting wood.  Refuse to waste more time on dead end prospects.  Take a critical look at your pipeline and get rid of all the prospects who aren’t worthy of your time and effort.  Double down on prospecting.  Shortly most sellers will begin slacking off on prospecting figuring that no one will take their call anyway.  Don’t allow yourself to fall into that trap.  In fact, take advantage of your competition’s laziness and INCREASE your prospecting activity.  Stay in touch.

Watch These Sales & Marketing Thinkers in 2012 ? Best of 2011.

Score More Sales

Watch These Sales & Marketing Thinkers in 2012 – Best of 2011. by Lori Richardson on December 30, 2011. Call us if you need help with B2B sales prospecting, bringing B2B sales opportunities to closure, or getting your team fired up for 2012 – we travel throughout North America – and beyond, when invited. Sales Tips and Strategies to Grow Revenues. About.

Results of the 2011 Richardson/McCord Training Social Media in Marketing and Sales Survey

Sales and Management Blog

It has taken a bit of time and a lot of effort, but we finally have the 2011 Richardson/McCord Training Social Media in Marketing and Sales Survey results. The lesson here: be extremely careful as there are many who know little more than how to construct a tweet who are anxious to take your money. 2.  To date, social media has been pretty useless in generating actual sales.  By far the most use salespeople and companies are getting from social media is in the area of prospecting–finding new prospects to contact using traditional means, not in making sales. 

Are You BS’ing Yourself with Your “Prospecting” Activity?

Sales and Management Blog

It usually doesn’t take long for these conversations to get around to the particulars of their activities, in particular their prospecting activities.  They are baffled by their lack of sales success because they insist that they are ‘always prospecting.’. Almost all of them can produce lists of prospects , some of which they’ve called; they can show where they’ve sent out a ton of letters and emails; they can give receipts for advertising they’ve bought; they can produce filers that they’ve plastered all over town. Most have been busy; there is little doubt about that. 

Top Sales Books To Read in 2012

Fill the Funnel

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. Professionals of every type-including your prospective buyers-are migrating in droves to social media to find solutions. © MASP - Fotolia.com.

Sales Summit 2011 – Where Straight Talking, Bare-Knuckle Negotiating, Magic And Mystery Stole The Show

MTD Sales Training

Our 2011 Sales Summit was held on Thursday 17 th November in Heathrow, and with over 100 UK and international sales professionals in attendance it certainly was a packed day.  . Sean is the creator of the alternative sales approach known as eselling®, which helps businesses to prospect and sell online through the use of social media and other internet based services. Happy Selling!

6 Great Sales Questions to Ask Prospects | Sales Motivation and.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Great Sales Questions to Ask Prospects. Nov 29, 2011. What are some great sales questions to ask prospects? think the great questions are the ones that determine if the prospect is even a valid prospect. Far too many salespeople waste time dealing with sales prospects who are nothing more than lousy prospects. The answer is because they have not determined if they are a prospect. Prospecting is an art. prospect. prospecting.

What’s Your Problem-Proposition?

Smart Selling Tools

But prospects won’t accept the value-proposition until they’ve accepted the problem-proposition. Prospects don’t look for solutions to problems they don’t know they have – or problems they don’t care much about. Prospect Pain Points Sales EffectivenessBefore anyone will buy your product or service, they have to buy your value-proposition. Don’t even try.

How to Make Word of Mouth Marketing Really Work

Sales and Management Blog

Last week while I was teaching a group of CPA’s in Newark how to work with their clients to generate a large number of direct introductions to high quality prospects, one participant mentioned that he would often hear from a client that they had given his name and number to another business owner but he would seldom hear from that prospect.  His question was how he could use the introduction generation process I was teaching to capture that word of mouth prospect. What are the chances your client will introduce you to the prospect?  Couldn’t be simpler. .

The Sales Association: Your Post Here

The Sales Association

Thursday, February 10, 2011. For those that have a specialty area in sales, here is the weekly content schedule: - Monday: Cold-calling or Prospecting/Qualifying - Tuesday: Customer Relationships or Consultative Selling or Generating Referrals - Wednesday: Negotiating or Closing or "Wildcard" (any sales topic) - Thursday: C-Level Selling or Effective Presentations or "Wildcard" - Friday: Social Media/Sales 2.0 ▼ 2011. (20). Sharing best practices in sales and sales management www.salesassociation.org. Your Post Here. Why blog for the Sales Association? Were serious.

5 of the BEST Sales Tips Ever | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 07, 2011. Have a dedicated time set aside either daily or weekly to do your prospecting. Too many salespeople find themselves spending far too much doing everything else but prospecting.  If you don’t schedule it and hold yourself accountable, you won’t do it. 4. Copyright 2011, Mark Hunter “The Sales Hunter.” Related posts: The Myth of Finding More Time to Prospect: Sales Training Tip #412. prospect. prospecting. prospects.

Yes, Virginia, There Is a Secret to Sales Success

Sales and Management Blog

How about some special words that will immediately connect with prospects?  This super power is tough-mindedness.  It’s the ability to out work and out prospect your competitors.  It’s the ability to take the rejection, the ‘no’s’, the frustration of making calls and not reaching anyone, of being stopped dead by a gatekeeper, by having the phone slammed down in your ear, of networking until you feel like you can’t network anymore–and to then do it again and again and again until you’ve reached your goals. Won’t even cost $995.  So what is this secret? Nope, not that.

What a Painting Van Taught Me About Marketing Differentiation

Smart Selling Tools

Your marketing should make it dead-simple for prospects to understand what makes you different. Nearly every day on my drive home I pass by a house with a van parked in its driveway. And every day I think about the owner of that van and how smart he or she is. They can’t possibly know that every darn day without fail, when I see that van I say to myself “now that’s brilliant marketing!”

How to Work the Room at a Networking Event

Sales and Management Blog

The conclusion for a huge number is that networking events are no longer part of their prospecting activity. That’s unfortunate because networking events really can be great places to find and connect with prospects.  Networking events, especially those of a general nature organized by the chamber or a general business organization, will not provide you with a plate full of potential prospects.  If you can walk out of a networking event with three or four good potential contacts, you have done well. Your goal at this event isn’t to sell, it’s to qualify prospects

Book Review: The Key to the C-Suite

Sales and Management Blog

Michael Nick’s new book, The Key to the C-Suite: What You Need to Know To Sell Successfully To Top Executives (AMACOM: 2011), guides the reader through understanding what is key to the C-level executive and how to address their concerns and needs. These metrics are going to be the featured topics throughout the book as using these to find the prospect’s pain and then to create a solution that will address those pain points. Yes, selling to top executives demands a great deal of specific knowledge about the prospect’s industry, company, and needs.  However.

Are You Still Selling Station Wagons?

Fill the Funnel

One of the free tools to help you gain an understanding of what is “hot” or not with your prospective customers is Google’s Adwords Keyword Tool. Some of you might not even know what they are. Back in the 50′s and 60′s, station wagons were the transportation of choice for families with kids and busy lifestyles. Sales people were happy. All Rights Reserved.

Hoovers and LinkedIn Team Up to Make Prospect Research Easier

Sales and Management Blog

 I suspect that you are like most sellers in that you have to find and connect with high quality prospects. . created a list of 217 prospects based on a number of criteria: The companies had to be in business-to-business sectors (no, that’s not an option; you have to select by industry.  I used high-tech, consulting, printing, and financial services). Is the Hoovers and LinkedIn combination product the be all and end all of prospect research?  No, not at all.  prospecting Hoovers; LinkedIn; prospecting; list building; prospect list buildingTitle.

3 Ways To Handle The Prospect Who Is Shocked By Your Price

MTD Sales Training

Then you present the price, and suddenly the prospect acts as if they just had a heart attack! The fact is that if the prospect is truly surprised by your pricing after you have had a complete sales interaction, then you really missed some fundamental and essential points in your presentation. Exposing problems the prospect believes are real. Ms Prospect. What happened?

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Sales Prospecting at the Speed of Trust

Strategic Sales Growth

Tweet Every great sales rep intuitively sense s t he pivot point moment when they’ve built enough trust in a prospect that they know the deal will close. Or is your sales team running on timeline-based prospecting. Timeline prospect management can create a hit-or-miss syndrome in the funnel. HOW TO MEASURE TRUST IN THE PROSPECTING PROCESS. S o how do we measure trust ?

Your prospects aren’t in pain

Sharon Drew Morgan

When we show up and notice a problem, we instantly believe these folks are prospects because it seems like a fit. Instead, enter as a GPS system to help your prospect walk through the change management issues so they will understand the landscape of change. Prospects Aren’t Really Prospects. Your prospects aren’t in pain is a post from: SharonDrewMorgen.com.

Discovering Authentic Urgency in a Prospect

Julie Hansen's Sales Blog

They either have it or they don’t.  I do believe that we can help our prospects uncover and [.]. “You need to create urgency!”  How many times have you heard this as a salesperson?  I realize that this may go against the sales manager’s manifesto, but I don’t believe we can force urgency upon a person.  Uncategorized Act like a sales pro Julie Hansen real estate sales sales sales coach sales skills sales tips selling success

Book Review: Bottom-Line Selling by Jack Malcolm

Sales and Management Blog

Unfortunately, a great many sellers don’t have an MBA.  In fact, most have had little exposure to reading and analyzing sophisticated financial reports—and even many that have, really don’t know how to effectively use them to gain insight into how they might be able to impact the prospect company. Simply knowing a prospect’s financial rations won’t get you anywhere. Malcolm breaks the book into three sections: Understanding : details the “how” of analyzing and understanding a prospect’s financial statements—understanding what has happened in the prospect’s past.

Ancestory.sales: Do You Know Where You Came From?

Sales and Management Blog

But we sellers do come from a long, long line of great sales men and women.  We can’t review thousands of years of sales history, but let me point out just a couple of my favorite sellers: Moses:   Moses may have invented the concept of identifying prospect pain points and then helping to resolve that pain—very effectively bringing to Pharaoh’s attention the intensity of the pain that Pharaoh didn’t realize he and his country were feeling prior to Moses pointing it out through a series of attention getting demonstrations.  McCord Family Crest. Who could have guessed that? . Really? 

3 Critical Reasons Why You Should NEVER Reveal The Price Until You’ve Built Up The Value

MTD Sales Training

Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. Since today’s prospect has instant access to a ton of information about what you sell before you even show up, and they are so short on time; does it still make sense to hold out on the price, even if the prospect is demanding to know ?

18 Phone Sales Skills Tips You Can Use Right Now | Sales.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 03, 2011. Copyright 2011, Mark Hunter “The Sales Hunter.” prospect. prospecting. prospects. One Response to “18 Phone Sales Skills Tips You Can Use Right Now” Roundup #50 – Lead Management, Lead Generation & CRM tips says: December 19, 2011 at 9:29 am. [.] 18 Phone Sales Skills Tips You Can Use Right Now -[link] [.]. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011.

How to Suck at Sales and Still Blow Your Quota Away

Smart Selling Tools

And secondly, you have to be great with prospects. Have you created a list of your best prospects and a plan of attack for each one? Asking good questions. Listening more and talking less. Selling Solutions rather than products. Being willing to walk away when it’s not a good fit. These are all essential skills of a top sales performer. But you can do a mediocre job at each of those and still be successful in sales. I bet you know someone who fits that description. You wonder how they manage to hit their numbers month after month. I’ll tell you how. Are you good at delegating?

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Understand the Four Pillars of a Referral and You’ll Get More and Better Referrals

Sales and Management Blog

The salesperson either will call the referred party mentioning to him or her that the client, which they know, referred the salesperson to them, or will ask the client to write a referral letter to the prospect and then the salesperson will call the prospect after they have received the letter.  A very simple, straightforward process. Clients hate to give referrals and unless they have a deep trust that you will not embarrass them and that you’ll deal honestly with the prospect they refer, they won’t be willing to give quality referrals.

Lead Nurturing in 2011

GKIC Blog

Lead nurturing refers to we build relationships with our prospective customers, as opposed to just blasting sales messages over and over. Successful marketers have realised that prospective customers need to be nurtured. Research shows the following stats: Up to 95% of sales leads can be wasted if the first contact with the prospect is an attempt to sell. Therefore, the emphasis should be on building a relationship with the prospect, not trying sell on the first call. If the prospect agrees, the sales team have a red hot qualified lead. Internet Marketing

Top 5 Sales Motivation Tips | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 02, 2011. Copyright 2011, Mark Hunter “The Sales Hunter.” prospect. prospecting. prospects. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking.

Techy Tuesday – 6 Top Tips For Optimising Your LinkedIn Company Page

MTD Sales Training

Setting up a Company Page on LinkedIn is a great way to connect with your prospects and keep them updated about your business and your products and services. Creating a short but detailed Company Overview which explains exactly your company does and why will help prospects find you when they are searching for the products and services you provide. Regards, Louise. Louise Denny.

Are Your Roadblocks to Success Really Real?

Sales and Management Blog

Although he is a strong seller, he wants to develop more effective prospecting strategies so he can bang on the phone a less while increasing his sales.  We’ve been working on increasing the quality and quantity of the referrals he gets from his clients. Mostly he just got names and phone numbers of companies that were either poor prospects or not prospects at all. He also agreed with me when I showed him a much more effective and natural way to work with his clients to generate high quality introductions to prospects that he knew he wanted to be introduced to.

5 Ways to Get Sales Leads to Fill Your Pipeline ? Score More Sales

Score More Sales

by Lori Richardson on June 17, 2011. Finding “more probable” prospective customers can be simple but not quite as easy. More probable” prospective customers are those companies and / or individuals MORE likely to do business with you – and do it sooner rather than later. You can prospect and build business from your desk and never leave your office if you wanted to.

Why Cold Calling Is the Bottom of the Barrel

No More Cold Calling

You convert sales prospects to clients more than 50 percent of the time. Selling is based on trust and you can spend the time (a lot of it) building it with people that have never heard from you or you can move further up to leads and prospects that you have some trust with. InsideView nailed it by titling its Sales Intelligence blog “ Why Cold Calling is the Bottom of the Barrel ”.

Are You Losing Your Prospects at Hello?

Jill Konrath's Fresh Sales Strategies Blog

Instead of capturing their prospect's attention, most sellers create resistance with their opening remarks and blow the opportunity. In small groups, they rated common value propositions that sellers could use when prospecting for new customers. When prospects hear them, they want to learn more. When prospects hear them, they're willing to consider making a change.

5 Successful Selling Tips From The Great Sam-I-am

MTD Sales Training

Maintained his offer: No matter how many times the prospect said “No,” Sam never reduced his offer.  Sales people often demand the prospect justify their reasoning, which creates an adversarial condition. 3. Continued to build value: After every failed closing attempt, Sam introduced new ideas and new ways the prospect could benefit from the offer.  Image by Damian M.

Questioning the Value of Questions in the Sales Process

Sales and Management Blog

Questions help open prospects up so we can uncover new information and help get to core issues and concerns.  Questions can help focus both ourselves and our prospects to dig deeper and look more closely at what’s really going on in a company. They aren’t the be all and end all of our interaction with prospects and clients. Our object with a prospect or client isn’t to ask questions, even though as mentioned above, questions are tremendous tools.  But in the end, questions are only a tool.  That’s simply bull. Yes, we did talk about questions and their importance. 

Lost Opportunities

Fill the Funnel

Social Web Web Tools Chimpadeedee Chimpadeedoo constant contact funnel LinkedIn Lost opportunities MailChimp Profile prospects Ratepoint social media twitterLost opportunities.  We know that this happens to most of us every day, money flying out the window. We can’t do everything we know we should do to grow our sales and our business. How many followers do you have on Twitter?

The Invisible Sales Rep

Fill the Funnel

Why would any sales rep make the decision to be invisible to customers and prospects?  To intentionally block a company from learning of you and your capabilities?   Are you waiting for your company to provide training for you? Having weathered the turmoil over the past two years in reasonable shape, they are expecting 2011 to begin the uptick that we have all been hoping for.