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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.

Dreamforce 2012: A Spectacular Spectacle #DF12

Smart Selling Tools

Dreamforce 2012: A Spectacular Spectacle. just returned from Dreamforce 2012. The vendors I spoke to said they had higher quality conversations with higher qualified prospects. You’ve probably read over and over, that there were 90,000 people registered, 750 sessions, and more than 350 exhibitors. While those numbers top those of previous years, the show seemed less crowded.

In 2012 the New Normal in Sales Is.

Sales and Management Blog

In sales we’re told that the old normal was cold calling, face-to-face meetings with prospects and clients, and using salespeople to find, connect with, and sell prospects, and the “new normal” is that salespeople are an outdated and costly luxury and are, at best, nothing more than an archaic relic of the past that companies just haven’t come to the realization are no longer needed. My argument is simply that in 2012—and probably for the foreseeable future—there will not be a “new normal.”. Have you heard these proclamations of the”new normal” before? 

Small Business Sales Prospecting Just Got Much Easier

Fill the Funnel

You can now realize the benefits of a strong set of customer data like that available for larger companies including these: Increase Call Performance - Turn cold prospects into meaningful conversations. Armed with this information, she has been able to dramatically improve her call conversions, knowledge about her prospects and their history. economy – that is currently underserved.”

5 New Rules for Selling to Prospects Late in the Buying Cycle

Smart Selling Tools

Prospects want to investigate their options when they have time (like in the evenings after dinner). With much too much frequency, buyers have witnessed salespeople grab onto a bona-fide prospect faster than a dog to a bone. Naturally, prospects shy away from this. You can win even when prospects engage with you late in the buying process if you play by these rules.

The Top 5 B2B Prospecting Mistakes To Avoid At All Costs

MTD Sales Training

Prospecting mistakes are the most deadly errors you can make in professional selling, in large part because they are so difficult to quantify. Sales Mindset prospecting for new business Prospecting mistakes top 5 B2B prospecting mistakesSales mistakes and blunders in the sales process or in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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A Sales Prospecting Technique That Will Blow Away the Competition

The Sales Hunter

Do you want a sure-fire way to set yourself apart from the competition while prospecting? Here’s how: Find an on-line news link that your prospect or person with whom you want to network would find of value — and you send them the link.  I wrote about this a couple of weeks ago and I got several notes back from people asking me to explain more about how I use it. link].

Sales Prospecting Tip: Schedule Prospecting. Or You Won’t Do It.

The Sales Hunter

The number one issue salespeople struggle with the most is sales prospecting. I get at least one call or email a day with a salesperson asking me to help them with this issue.  Sales prospecting is not easy — I’ll admit it. The problem is far too many salespeople are quick to say they don’t have a good source of prospects or they don’t have a good process.  

The Prospect Shows Up 45 Minutes Late For The Appointment; Now What?

MTD Sales Training

Sales Presentations cementing the appointment prospect late for appointment solidify appointmentsYou’ve set the appointment a week ago and confirmed it just the day before. It is rock solid. However, although you arrive for your 10:00 a.m. meeting a proper 15 minutes early, you find yourself. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. It is quite easy to get tripped up and even mesmerized by the chimeric allure of Shiny Object Syndrome when it comes to prospecting.

Dealing with Uncomfortable Questions from Prospects and Clients

Sales and Management Blog

We’ll also have some—hopefully just a very few–prospects and clients make comments about these people and issues or, worse, ask us directly about our opinions regarding them. As salespeople we spend a great deal of time trying to develop relationships built upon trust, honesty, and openness with our prospects and clients. Our goal we say is to treat the prospect as a whole person. Most of us have been taught to avoid the social and political issues that could offend a prospect or client.  Once again we are in the middle of the presidential political season. 

Best Way to Help Prospects Find You

Fill the Funnel

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. The most effective way for you as an individual sales person to get on the radar for your prospects is via your LinkedIn Profile. Summary: tell your prospects why you are so valuable to them in paragraph form. You need to be visible to your prospects. Google yourself.

What To Do When The Prospect Tries To Bash Your Competition

MTD Sales Training

While this is never a good thing for many reasons, it is even worse when the prospect starts bashing your competition. Many sales people love it when the prospect starts to downgrade their rivals as the two “tag-team” the competition. The prospect has had a bad experience or heard rumors of such about a competitor. In effect, you are saying, “Yes, you are correct, Mr Prospect.

10 Sales Prospecting Quotes to Boost Your Sales Motivation

The Sales Hunter

Sales prospecting is where the salesperson makes their money. Here are 10 quotes of mine I use when I’m working with salespeople and companies on sales prospecting: Until you contact the customer, you haven’t done anything. It’s prospects that buy; not suspects. Thinking about a prospect does not qualify as prospecting. That’s my list.

It’s Not What You Say, It’s What the Prospect Experiences

Smart Selling Tools

This certainly explains why even when you have laid out decisive arguments for why a prospect would benefit from your solution, they don’t buy in the end. You can set the stage for prospects to experience aha! That is because passive listening, by itself, seldom engages the prospect on an emotional level, and engagement is fundamental to experience. According to David A.

Prospecting Gets A Fresh New Look

Fill the Funnel

Prospecting is a topic that every sales organization should be talking about every day. It has been the core focus of my entire sales career, so when I am introduced to an author and a book about sales prospecting and new client acquisition I will be eager to dive in. Original article: Prospecting Gets A Fresh New Look ©2012 Fill the Funnel. New Sales. Simplified.

9 Sales Prospecting Tools and Tips that Make a Difference

The Sales Hunter

“What are the sales prospecting tools you use?” Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. Networking is not prospecting. Schedule time each day/week to prospect. Sales prospecting is without a doubt the number one issue salespeople deal with. The telephone is the #1 tool.

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How to Nurture Prospective Leads through Remarketing Advertising

Sales Benchmark Index

Those prospects will spend time reviewing your content , then leave to compare your products/services with those of your competitor. world class marketer today leverages remarketing to recapture those prospective leads. Remarketing leverages cookie technology so that you can deliver online advertisements to prospective leads that have visited your website but did not convert.

Why Networking is Not Prospecting

The Sales Hunter

People love to tell me how they don’t need to prospect , because they already network, and that’s enough, in their opinion. Do not believe that just because you’ve spent the entire week networking that you can be excused from prospecting. I’m  a firm believer that every salesperson (myself included!) must spend a certain percentage of their time prospecting

Sales Prospecting: Less is More!

The Sales Hunter

Recently I was talking to a salesperson about their sales prospecting process. One of the questions the person asked me was how many people should he be trying to prospect at one time.  I asked him what his current plan was.  He said he had a list of 300 names and was struggling to get through even once. They think if 30 prospects are good, then 300 would be really good. 

Sales Prospecting: Are You Even Focused?

The Sales Hunter

Prospecting for sales is hard enough, but it’s made even harder when the strategy being used is either based on hope — or worse yet something like spraying and praying. talk a lot about the need to have a very clear sales prospecting process. Far more prospecting systems fail due to user than due to the system. Copyright 2012, Mark Hunter “The Sales Hunter.”

Yes, You Can Make Prospecting Calls Between Now and Dec. 31

The Sales Hunter

I’ve found the last two weeks of the year can be great for prospecting if you do it with the right attitude. Developing prospects:  These are prospects you’ve been trying to get to buy but who have yet to make a decision.  Whatever you do, don’t think the last couple of weeks of the year isn’t any good for sales prospecting

Speed Dating with Your Prospects

The Sales Hunter

Most salespeople – and I’ll put myself in this group – set aside time during the week to make prospecting calls, including following up on leads, etc. To use these small windows of time to your advantage, do what I refer to as “speed dating with your prospects.” Try this technique with your prospects. ” Sales Motivation Blog.

How to Get Your Prospects to Call You Back

No More Cold Calling

This blog headline, “How to Get Your Prospects to Call You Back,” nearly sent me screaming out of my office. Getting prospects to call you back is deceptively simple. Receive a referral introduction from a trusted colleague of your sales prospect, and you will always receive a call back. Your Referral Source talks to your sales prospect and gets agreement to meet with you.

3 Times You Should NOT Maintain Eye Contact With The Prospect

MTD Sales Training

Sales training 101 teaches that you must always maintain eye contact with the prospect during a sales interaction. In fact, there are three times during the sale when you do NOT want to look the prospect in the eyes. However, there are a few times in the sale when you deliberately should not look directly at the prospect. #1 – Showing or Demonstrating a Psychical Product.

Spraying and Praying is Not Prospecting

The Sales Hunter

To be successful at sales prospecting, you have to have a plan. Far too many salespeople have the belief that if they just throw enough stuff out there, spend enough time doing what they think is prospecting, then they will be successful. ” This means 6 messages per month to your targeted prospects.  Copyright 2012, Mark Hunter “The Sales Hunter.”

Cheap Prospects Equal Cheap Customers

The Sales Hunter

Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Doesn’t it make sense that cheap prospects would naturally become cheap customers? How they respond to your trial close will tell you a lot.  If the prospect responds negatively exclusively to the price, then you have a strong indicator.

7 Sales Prospecting Ideas That Work | Sales Motivation and Sales.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Prospecting Ideas That Work. Feb 27, 2012. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects.   Nothing will defeat you faster than yourself.  If you aren’t positive about both yourself and what you sell, then how do you expect anyone you meet to even think about being a prospect? 7. Copyright 2012, Mark Hunter “The Sales Hunter.” About.

What To Do When The Prospect Wants To Engage In Sensitive Talk Like Politics or Religion

MTD Sales Training

Often you get that prospect that wants to get you into a conversation about a sensitive issue such as political beliefs or theology. Also, there are those prospects that wish to use you as their personal sounding board for personal views on everything from racial issues to the sexual relations. Of course, you don’t want to be rude, and closing the sale is on the top of your mind.

Postwire – Dazzle Your Customers With Information They Need

Fill the Funnel

Communication and information customized to the needs of each prospect/customer is typically a primary factor in winning or losing in sales. Postwire  lets you collect & organize all of your content and then select & publish private, personalized, visual views of it for each prospect, client, customer, or member. Relevant, timely information wins business. Vimeo. Twitter.

If In Doubt, Make the Call! Sales Prospecting Strategies that Work!

The Sales Hunter

It’s time to put to rest the belief that unless you know exactly what it is you want to say to a sales prospect, you should not call them. The problem I have with this is that far too many people use it as an excuse to get them out of making sales prospecting calls. Copyright 2012, Mark Hunter “The Sales Hunter.” If in doubt, make the call.

Prospecting Emails that Suck

The Sales Hunter

” If you’re going to prospect via email, don’t go putting out an email that says “just checking in.” Now before you think I’m completely against prospecting that includes email, you should know that I do think it can be a strategy that works well, depending on the industry, the person receiving the email, and so forth. Blog Prospecting

Heavy Hitter Sales Blog: Top 7 Critical Sales Trends for 2012

HeavyHitter Sales

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Closing Techniques Using Sales Linguistics » January 01, 2012. Top 7 Critical Sales Trends for 2012. Top 7 Critical Sales Trends for 2012. What are the top sales trends for 2012? Sales Linguistics – For 2012, it’s not only what you say, but equally important, how you say it.

Sales Prospecting in Two Easy Steps

The Sales Hunter

The number one issue people have in sales is sales prospecting — trying to find new customers. With that said let me break down into two easy steps everything I’ve ever taught others or done myself with regard to sales prospecting. Step 2: Engage the prospect. Email is a great prospecting tool, but only when it is used as a tool. Don’t use it as your only prospecting tool. There it is: Sales prospecting in two easy steps. Copyright 2012, Mark Hunter “The Sales Hunter.” Step 1: Pick up the phone and make the call.

Use The Power of Personal Connections with Reachable

Fill the Funnel

For me the key was that it was a visual representation – alleviating me from having to sift through LinkedIn, Twitter and my database to figure out the most efficient path to my desired prospect. Outbound Lead Prospecting -. recent study by Reachable   found that a prospect is five times more likely to return a call if they have some type of connection to the caller.

Land More Prospects By Broadcasting Your Customer's Voice

Sales Benchmark Index

With so much information at their fingertips, prospects are more empowered. But your job as a sales rep is to influence the prospect's buying decision. What do prospect consume before you interact with them? The best sales organizations are providing content that: Helps the prospect realize a problem exists. The sales world is changing rapidly. The Battleground.

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4 Sales Tips for Reaching Prospects by Phone

Score More Sales

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world. 4) Use of the telephone. Simple, quick, web-based research is extremely important when you are calling prospects. Those days are SO over, folks.

Most Frequently Used Web Tool In My Tool Kit

Fill the Funnel

TimeTrade solves one of the biggest nuisances and time drains in every salesperson’s week – the back and forth email and phone-tag scenario to simply set an appointment with a client or prospect. Original article: Most Frequently Used Web Tool In My Tool Kit ©2012 Fill the Funnel. 20 Web Tools 2012 Web Tools Appointments iCal LinkedIn Outlook TimeTrade

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How To Prospect On LinkedIn Through Your Connections

MTD Sales Training

So how exactly do you prospect on LinkedIn ? But these connections might not be potential prospects for you, so how can you get to the key decision makers who you really want to engage with? It quite literally is a prospecting power tool…in the right hands. Click on the image below to find out why you’ve got to be changing the way that you prospect and sell….

Is The Prospect Happy With Their Current Supplier, Or Just A Comfortable Old Shoe?

MTD Sales Training

Prospective buyers are quick to boast about how long they have been working with your competition. You need to understand this and help the prospect realise that it is very possible that they are getting less than they deserve DUE to the fact that they have been doing business with the same supplier for so many years. The Concept. Business as Usual. Open Their Eyes. Sales Person.

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