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.

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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.

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. 

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. 

Why You Should Prospect During the Holidays | Sales Motivation.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Why You Should Prospect During the Holidays. Nov 26, 2011. Yes, you can do sales prospecting during the holidays. As a salesperson, though, you would be foolish to not recognize what is unique about this time of year when it comes to prospecting. First thing to realize when prospecting during the holidays is that traditional business methods tend to be ignored. Step one when prospecting is to tap into your referral list. Prospecting during the holidays?

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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.

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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.

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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.

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.

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

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.

Don’t Acknowledge the People Behind the Mirror!

Smart Selling Tools

When we track our prospects’ actions online and through email, the same phenomenon takes place. Prospects know their website visit actions may be watched but they don’t know for sure. The minute you tell a prospect “I see that you were on our website a few minutes ago” the relationship changes. Marketing Prospect Pain Points Sales EffectivenessSo they go along.

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.

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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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.

11.5 Ways To Win Prospects And Contacts At A Networking Event.

Jeffrey Gitomer's Sales Blog

Ways To Win Prospects And Contacts At A Networking Event. Gitomer | October 19, 2011 | Leave a Comment. ways to win prospects and contacts at a networking event: 1. Write the commitment made on the back of your card — the one that you give the prospect. There is no time like the present to change things up in 2012 to ensure its better than 2011! Store.

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.

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.

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.

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 ?

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.

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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.

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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.

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

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Heavy Hitter Sales Blog: Best New Sales Book of 2011

HeavyHitter Sales

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. « If Sigmund Freud Was Your Sales Manager | Main. | IT Sales Strategy: Software, SaaS & Hardware Sales » November 03, 2011. Heavy Hitter Sales Blog. Recent Posts. Steve W. Steve W.

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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 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 ?

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.

The 21.5 BEST Places To Network | Jeffrey Gitomer's Sales Blog.

Jeffrey Gitomer's Sales Blog

Gitomer | June 14, 2011 | 2 Comments. Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. This is a great place to learn more about your customers AND get introduced to your prospects. Invite a prospect to dine. Then invite a prospect for him or her. Store.

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 Personal Information Leads To A Relationship (And To Sales.

Jeffrey Gitomer's Sales Blog

Gitomer | May 18, 2011 | 3 Comments. Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. What do you know about what impacts your best customers and prospects? Jennifer says: May 23, 2011 at 5:18 pm. uswah says: June 19, 2011 at 3:50 pm.

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Just Making More Calls Doesn't Guarantee Sales Success

The Sales Association

Tuesday, June 14, 2011. This sales rep knew he had to make prospecting calls to be successful. On every call, instead of qualifying the prospect, he was just dropping off his business card at each door he called on. The purpose of any prospecting call is to for you and the prospect to agree to move to the next step in the sales process, normally the fact find. In other words, a prospecting call is considered successful if you can answer the following questions: 1.Is this company actually a prospect? 2.If yes, are they a prospect today?

The Sales Association: Insatiably Curious

The Sales Association

Monday, February 21, 2011. Great salespeople are genuinely and insatiably curious about everything having to do with their prospects. They ask lots of questions, over time, about their personal lives (to establish rapport), their business, how they do what they do, what they want to accomplish, and more to help them to develop a relationship and uncover what makes sense to the prospect. Not a pretty picture and certainly not the way to gather useful information from your prospects. Once youre sitting across from your prospect, its too late to prepare. Posts.

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.

Sales Prospecting Tips: 5 Ways to Boost Your Email Prospecting Response Rate By Kendra Lee

Sales Training Advice

Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. To respond to your email, the prospect has to read it first. At KLA Group, we have a rule of thumb: no prospecting or lead-generation email should be more than 175 words, and they all need to be three paragraphs or less. Naturally, you don’t want to just mention a problem to your prospects. Sales ProspectingBe personal.

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4 Ways to Improve Sales in 2012 | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 29, 2011. Will you rely on techniques you used in 2011? Problem is if the techniques you used in 2011 to no avail, then what makes you think using the same techniques in 2012 will yield different results? What I’m talking about is creating  a unique selling proposition that is so special and different that your current customers, prospects and other people are encouraged to tell others about it.  Copyright 2011, Mark Hunter “The Sales Hunter.” About.

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To Become A Master Salesperson, Master NON Selling Skills.

Jeffrey Gitomer's Sales Blog

Gitomer | August 23, 2011 | 3 Comments. They concentrate on the system and not the prospect. Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself). Questions are the key element in creating an “I need to buy this” thought process on the part of your prospect. Store.

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 Pipeline ? 5 Ways to Boost Your Email Prospecting Response.

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. June 3rd, 2011.