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What do you Know about your Prospect?

Sales 2.0

This post is about knowing about your prospect. Marketing types have actually formalized a methodology around knowing your prospect and call it “persona marketing”. Persona marketing ends up with marketing people having sheets of paper with fictional prospect characters on them. tools in general).

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What is Your Definition of “Being Focused” with Sales Prospects?

The Sales Hunter

The fact so many salespeople are struggling with their sales prospecting should be both comforting and discouraging to every other salesperson. Compare this to sports. Regardless of how inept your competition might be when it comes to sales prospecting, take the high road and get your act together and go out and get it.

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Contractual Obligation is a Missing Link of Sales Success

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I borrow heavily from sports. However, there is one area of sports for which there is no sales analogy. I'm talking about a greater competition - your actual prospects - who are sometimes competing directly with you! c) Copyright 2012 Dave Kurlan Say it isn't so!

Sports 180
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NFL? MLB? What Do These Have To Do With Sales?

The Sales Hunter

You may or may not be a big sports fan. Either way, I urge you to be aware of what is going on in some of the more visible sports, including football and baseball, at this time of year. Chances are that you have prospects and customers who are fans not only of a particular sport, but possibly of a specific team.

Sports 162
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Sales Success - Any Success - Keep Your Eye on The Ball

Anthony Cole Training

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Posted by Tony Cole on Mon, Feb 27, 2012. When I played sports, having sales success was the furthest thing from my mind. Ive participated in sports since I was 9 years old. Motivational (8).

Hiring 168
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Basketball and the Difference Between Sales Studs and Sales Duds

Understanding the Sales Force

I've been talking about Need for Approval being one difference between the elite 6% of salespeople and the bottom 74% of salespeople for years, but this is the first time I have heard of the affliction as a differentiator in sports. Who says that those prospects and customers like them now? c) Copyright 2012 Dave Kurlan

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#1 Sales Presentation Tip from the October 16 US Presidential Debate

Understanding the Sales Force

From that perspective it's very much like rooting for your favorite sports teams. If the prospect liked you going in, they'll look for opportunities to support your presentation. If the prospect liked your competitor going in, they'll look for opportunities to discredit you in any way they can. c) Copyright 2012 Dave Kurlan