Trending Sources

Guest Article: “Beware of Who’s Preaching that Prospecting No Longer Works to Develop New Business,” by Mike Weinberg

Sales and Management Blog

Beware of Who’s Preaching that Prospecting No Longer Works to Develop New Business. There is a lot of noise and confusion about prospecting in the sales world. It’s always been hard to get salespeople to prospect for new business — even when proactively pursuing strategic target accounts was widely accepted as a valid method for acquiring new customers. movement, loudly proclaim that prospecting is dead and completely ineffective for developing new business. Be on guard when you hear people preaching that prospecting no longer works. by Mike Weinberg. group.

Unproductive IIoT Prospecting and Your Sales Pipeline

Babette Ten Haken

Is unproductive IIoT prospecting preventing you from winning customers who would love to work you? Unproductive prospecting habits are a drawback in any business development and sales process. However, curating poor prospecting habits really clogs up an industrial Internet of Things (IIoT) sales pipeline. How many prospecting calls have we made? Our focus? Rinse. Repeat.

Guest Article: “Funnel Vision,” by Cara Celli

Sales and Management Blog

If you can sell yourself and your idea to the prospect, chances are you’ll get your first appointment. Get the prospect to like you, and you will get the appointment! If you think the prospect won’t appreciate silliness, go for a more subtle joke. Your prospect will probably confide more in you at this point. Your prospect will be calm if you are. That being said, there will be times during the sales cycle that you’ll have to spend money on your prospect. Pushiness is big turn off for your prospect. Funnel Vision. by Cara Celli.

Guest Article: “The Most Underutiled Strategic Advantage,” by Lee Salz

Sales and Management Blog

They simply desire to provide a quick response to the prospect with their requested references. While somewhat true, the discussions the prospect will have with the references carries more weight in the selection decision than the speed of the response from the potential supplier. The truth is that price and differentiation are directly related, but that is a topic for another article.) But why do prospects ask for references? Interestingly, there is a perception disconnect on references between sales people and prospects. By Lee B. Mission accomplished!

Sales 80

Sales Teams Need Face Time—with Prospects and Each Other

No More Cold Calling

A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. It’s true in prospecting, and it’s true in team-building—especially today as sales teams are increasingly dispersed. Read the rest of McNulty’s article for more.). Eric J.

Social Media vs. Traditional Prospecting: Which is More Effective?

The Sales Hunter

Along with the emails are the numerous articles on the web about how old school […]. Blog Breakthrough Sales University Cold-Calling Consultative Selling Phone Sales Tips Professional Selling Skills Prospecting breakthrough sales university phone sales tips phone tips prospect prospecting selling skills Every day I get minimally 3 – 5 emails from people proclaiming to me how effective their social media plan is for getting new customers. Each one claims to know exactly why others fail and why they have a plan that works perfect.

Guest Article: “The Proven Best Way to Gain New Customers,” by Miles Austin

Sales and Management Blog

Uncategorized business development miles austin prospecting references sales seling testimonials The Proven Best Way To Gain New Customers. by Miles Austin. Looking for the proven best way to gain new customers & grow your business? Testimonials and recommendations are the answer. Testimonials and recommendations work. Many will argue that they are THE most successful way to attract new business. Entire business models like Yelp have emerged to leverage this truth. It is a recognized fact that our customers are active in the selection process before sales ever gets involved.

Guest Article: “The Dichotomy of Sales!,” by Lynn Hindy

Sales and Management Blog

Rather, when you go into every interaction with a prospect with the intention and belief – it is all about making sure the customer solves their problem – ultimately you will make more commission! skill – taking the time to actually practice the craft of sales, not to manipulate a prospect… rather to ensure you know you’re the best fit for the opportunity. The Dichotomy of Sales! by Lynn Hidy. I was working with a relatively new inside salesperson recently and we uncovered he was facing the Dichotomy of Sales! not sure what dichotomy is? Uncategorized lynn hindy sales selling

VIDEO SALES TIP: Grab the Attention of a Prospect This Way

The Sales Hunter

We all have those prospects and customers who are tough to reach. A great tool I use is emailing the prospect a link to an article they may find of interest. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting video sales tip Check out this video to see […].

Guest Article: “7 Sales Prospecting Ideas that Work,” by Mark Hunter

Sales and Management Blog

7 Sales Prospecting Ideas That Work. 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. 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? If a prospect is not willing to share with you some sort of proprietary or personal information about themselves or their company, then they’re not serious about working with you. by Mark Hunter. Have a “customer satisfaction” phone blitz.

Guest Post: The Prospecting Rut

Jonathan Farrington

No doubt about it, prospecting can sometimes get boring, and certainly depressing. It’s time to change up your prospecting approach with some different personal attraction strategies. Get prospects to notice you. Warm up your prospects so they’ll want to take your call. As you switch up your prospecting, contacts will start to notice you. Email Prospecting.

Develop a Godfather Offer Prospects Can’t Refuse

Sales Benchmark Index

Article Marketing Strategy campaign offer development campaign planning campaign strategy godfather campaign offer godfather offer marketing strategy

It’s True, EVERY Prospect is Unique

Jonathan Farrington

Yes, it is most definitely true, every prospect and customer is indeed unique. Whereas a consultative (collaborative) approach seeks to fully appreciate each prospects needs and gain agreement to those needs, before presenting products/services in a way that demonstrates how their needs can be met. Finding out the prospect’s requirements. Agreeing the prospect’s requirements.

Guest Article: “Using Social Media for Sales Prospecting,” by Anita Campbell

Sales and Management Blog

Using Social Media for Sales Prospecting. Not only would it be easier to turn prospects into leads, but you’d be saving everyone’s time and energy by reaching out to people already in the market for your product. Just like LinkedIn Answers, Quora offers great opportunities for using questions and answers to reach prospects and encourage sales. Because of this, answering questions regularly and on-topic with your products is important if you’re looking to attract certain prospects to your profile. prospecting sales selling Uncategorized sales prospecting

How to Use Twitter for Modern Prospecting

Sales Benchmark Index

This article discusses how to use Twitter as a one-to-one selling tool. When combined with LinkedIn, Twitter is highly effective for modern prospecting. Sign up for the onsite session and get access to the Twitter Prospecting Guide. 4 Steps to Use Twitter for Modern Prospecting. LinkedIn and Twitter are the foundations of modern prospecting. How do you find them?

Guest Article: “Don’t Wait for a Bone,” by Tibor Shanto

Sales and Management Blog

Usually while discussing their prospecting efforts with an account currently serviced by a competitor, reps tells me how they follow up with and touch the client, in the hope that the buyer will “throw me a bone, and I can prove myself.”. Don’t Wait For A Bone. by Tibor Shanto. But the reps are not alone to blame in perpetuating this sheepish way of selling.

Buyer 91

Guest Article: “Are You Facing Sales Fatigue?” by Ken Thoreson

Sales and Management Blog

The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. Are You Facing Sales Fatigue? by Ken Thoreson. The past three years have been a challenge for most partner organizations. As someone that works with partner organizations on a daily basis we have seen all of these situations cause an increase in mental and physical fatigue. . As we face another year most individuals are unclear as to the future, will it either be a recovering economy or another challenging series of events?

Guest Article: “Building Your Sales Pipeline Is Not a One Step Process,” by Lori Richardson

Sales and Management Blog

For many years, the “sales explanation industry” has worked with and discussed a Funnel or a Pipeline model to explain how you need many more leads to eventually turn into prospects, and then ultimately a smaller subset who become actual customers. Can you find prospective customers – ideally who are “more likely” to do business with you than “less likely”. You MUST have tools that can: help you find and /or attract prospects. Her company, Score More Sales helps with systems, lead development, and prospecting for technology and financial services companies. Magic?

Why a LinkedIn Article Went Viral(30k views) and Another Didn't

HeavyHitter Sales

  This is the story of two very similar LinkedIn articles. However, one article went viral and was viewed over 30,000 times while the other was seen by 1,000. Before we begin our discussion, it would be very helpful if you took a quick look at both articles:   The 30,000+ Views “Viral” LinkedIn Article.   The 1,000+ Views “Traditional” LinkedIn Article.

Guest Article: “The Five Golden Rules of Boosting Sales Rep Productivity,” by Nancy Nardin

Sales and Management Blog

The focal point of this article is not to examine or suggest possible changes that reps must make. Every minute you spend “following up” with, or giving directives to your reps, equates to time they won’t have to talk to a prospect or to execute on their sales objectives (let alone close deals). Then, attack those elements that needlessly rack-up the most time and keep your reps from interacting with prospects. If your reps are wasting valuable time researching for the right contact for prospecting purposes, you should definitely consider a tool like iSell by OneSource.

Top 5 Reasons Sales Prospects Ask for References

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Everything is going along great, your prospect seems quite interested, they''ve agreed with your points, accepted your pushback, you got them qualified and you''re heading for the home stretch. Some prospects will never call the references yet won''t move forward without speaking with them. Do you know why prospects ask for references?

Guest Article: “5 Truths About Sales Success We Don’t Want to Admit,” by Dan Waldschmidt

Sales and Management Blog

How to leverage all three to funnel prospects into closed opportunities. 5 Truths About Sales Success We Don’t Want to Admit. by Dan Waldschmidt. Most discussions about how to be successful in sales include the essentials of technology and process and skills. From leads to lots of revenue. But that discussion is misleading (in fact, quite damaging) to an organization and especially to the newest members of that team. Because it leaves out the most important elements to being successful. It’s the personal stuff most of us don’t talk about much. Your future is what you make it. ALWAYS.

Guest Article: “In Sales, What Differentiates the Top 5% Players?” by Jonathan Farrington

Sales and Management Blog

Recognize when to treat an old account as a new prospect and keep the relationship fresh, alive and maintain profitability. Avoid ‘dry-months’ by allocating time wisely to their critical selling tasks i.e. Prospecting for new business, covering the bases with existing opportunities and finally closing the best few. In Sales, What Differentiates The Top 5% Players? by Jonathan Farrington. So What Is It That Top 5% Players Do? They: • Position themselves with the real decision-makers and avoid those without ‘approval power’. How did you do?

10 Reasons Why Prospects Don’t Make the Best Choices

Smart Selling Tools

” Heck you’ve probably encountered any number of prospects who suffer from the malady. The question has to be asked, “If prospects are so smart, why don’t they make the best choices?” Even if a buyer agrees with you, it doesn’t mean that they will buy (as evidenced when your hot prospects go radio-silent). They might decide to do nothing.

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. As I said in a previous post , an ideal time to use this email prospecting strategy is on Sunday night. “What?”

The Sales Challenge of I Need Prospects

Increase Sales

A while ago I wrote an article, 7 Top Tips to Car Salesman’s or Saleswoman’s Success , for salespeople who sell cars. When those who sell cars for a living read this article, they may click on a link and receive the opportunity to be added to one of my lists. Isn’t “I need prospects” the case for most SMB owners and sales professionals?

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

They may cherry-pick the prospecting visits they make, and come up with their own ‘gut’ assessment of how qualified a prospect is rather than asking the tough questions every time. This leads to missed opportunities, and wasted time selling to un-qualified prospects. . This approach to Agile Field Sales merges the benefits to reps and management. Find our more here.

Sales Prospecting: Is Cold Calling Dead?

Customer Centric Selling

Sales Prospecting: Is Cold Calling Dead? Many prospects that have answered cold calls probably hope the rumor is true and are actively trying to spread it. attempts to reach executives while at the same time discovering that few sellers made more than 3 attempts to contact prospects. Image courtesy of Pakorn at The figures for ??world What to do?

Combo Article Friday - Finding New Business and Sales

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire. I wrote my own article on the topic 3 years ago called Startups and the Dilemma of the First Sales Hire. Chime in! You can download the issue here. SALES 2.0

Guest Article: “Selling Your Relevance, Not Your Product,” by Babette Ten Haken

Sales and Management Blog

Have you ever listened to yourself speak with your prospects and customers? If you’ve gone through any type of sales training, the goal of your discussion usually is finding out what your prospective customer “needs”. That’s the spiel your current and prospective customers are expecting to hear. If you are an engineer, and your current and prospective customers call you directly (trying to avoid this commoditized sales scenario), listen to yourself as well. Your customers and prospects want a dialogue. Selling Your Relevance, Not Your Product. So what?

Guest Article: “Dumbing it Down: 5 Secrets to Getting Smart People to Buy,” by Nancy Nardin

Sales and Management Blog

The key is to simplify the buying process, so that your prospect’s “buying stamina” never starts running on fumes, or worse, flames out. Here are a number of ways you can dumb it down so that your smart prospects will not only buy, but will be your most ‘enlightened’ advocates. Next time you give a demo, ask your prospect to take the wheel. Your prospects will react no differently if you make them focus on the end-goal at the expense of the next step. Ask questions that, in the process of answering, give your prospects insight into the problem and the possibilities.

Guest Article: “Sales Management: 4 Steps on How to Not Get Fired!” by Ken Thoreson

Sales and Management Blog

This step will improve your ability to discuss the business trends of the day with prospects and your sales team, increase your stature within your management team and improve how you manage your team. 4 Steps on How to Not Get Fired!” by Ken Thoreson. On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward a quick summary of a few basic actions sales leadership must take to succeed would be of value. Step One: Build an active recruiting plan. Step Two: Know your pipeline metrics.

Guest Article: Avoiding the Activity Trap, by Jeb Brooks

Sales and Management Blog

If all you’re doing on a call with a prospect is saying ‘hello,’ all you’ll hear is ‘hell no.’ ’ Instead, your activities need to fall into one of these four productive buckets: They educate your prospects. They uncover essential information about your prospect. They reveal pivotal information about your solution to your prospect. First, Educational activities provide information to your prospects that make them more receptive to your messaging. Providing well-documented case studies to your prospects. to them.

Guest Article: “When You Look in the Mirror Do You See a Salesperson,” by S. Anthony Iannarino

Sales and Management Blog

You won’t spend your time prospecting, and you won’t open new relationships. If you don’t believe that you are a salesperson, you won’t ask your prospective clients the difficult questions. When You Look in the Mirror Do You See a Salesperson by S. Anthony Iannarino. To succeed in sales, you have to embrace that you are a salesperson. Anything less than fully embracing the role means that you will produce results that are less than they should be. If You Don’t Believe If you don’t believe that you are a salesperson, you won’t make your calls. You’ll give up. You’ll quit.

5 Sales Prospecting Lessons from Super Bowl XLIX

Score More Sales

What 5 sales prospecting lessons can we take away from the big event? If there was no discussion, articles, videos, controversies – and then game day just happened two weeks later, it would be less exciting. In sales prospecting, some of what seem to be the easiest opportunities never come to closure and a long shot opportunity ends up turning into a deal. Why do I say biggest?

Quit Chasing Every Customer!

The Sales Hunter

Check out at this link a great article by Benjamin Zhang at Business Insider regarding […]. Blog pricing Prospecting high-profit prospecting price prospecting sales prospectingUnited Airlines announced last week a new cheap fare that does not allow ticket holders to carry on any luggage.

Something in Common: The Key to Connecting with Your Sales Prospects

No More Cold Calling

Read the rest of the article.) With a few clicks of a button, we learn all about our prospects—both personally and professionally. Want prospects to like you? Your birthday, favorite sports team, or hometown could help you seal the deal. My birthday is January 19. When is yours? What about meeting someone with the same name? There is an affinity, a connection. That’s right!

3 Words to Torpedo Your Call

Cold Calling Results

On a prospecting call, what is the best way to greet a new prospect? You probably think this phrase is a pleasantry, an everyday greeting and/or a friendly start to a prospecting phone call. These three words are not, however, a good start for a prospecting call. Because your prospect does not know you, when you ask, “How are you?” Beware of…. What do you want?”

7 Articles to Boost Your Sales Success With Buyers

The Sales Hunter

In recent blog postings, I have talked a lot about sales prospecting. I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments. Below are 7 articles I’ve written that dig into the unique dynamics of working with buyers and purchasing departments. I encourage you to take the time to read these.

Buyer 38

Guest Article: Sales Secrets from Baja California, by Jeff Beals

Sales and Management Blog

A good salesperson gets to know her prospects inside and out. Value is determined by the prospective client, never by the seller or marketer. How do you find what your prospective clients value? Sales Secrets from Baja California. By Jeff Beals. To unearth the age-old secrets of sales and marketing, I journeyed 2,600 miles to Cabo San Lucas on the extreme southern tip of Baja California Sur. Actually, it was just a vacation. The unexpected lesson came at me from two different angles – from above and below. Let’s start with the luxurious angle. ” Not me.