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How to Construct the Perfect Target List

Sales Benchmark Index

Answering the following questions enables companies to create valuable ranked prospect lists. It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch. Just as you bite into your club sandwich, the boss asks a question. “Do How will you respond? Age of Business.

How to Construct the Perfect Target List

Sales Benchmark Index

Answering the following questions enables companies to create valuable ranked prospect lists. It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch. Just as you bite into your club sandwich, the boss asks a question. “Do How will you respond? Age of Business.

3 Mistakes People Make When Prospecting with Email

The Sales Hunter

Something you must keep in mind when prospecting by email is that the percentage of emails that are read on either a smart phone or a tablet is staggering and increasing each year. Second mistake people make that will destroy a sales prospecting email campaign is by writing as if you’re writing a doctoral thesis. Construct the email with a single point.

It’s Not My Job To Teach You How To Prospect Me!

Partners in Excellence

I’m oddly drawn to really bad prospecting–particularly from companies selling tools or services to help sales people prospect. But I’m obsessed by really bad prospecting. Most people would see a bad email title, or read the first couple of sentences of a poorly constructed email and either trash or Spam it. I do that with the “normal” bad prospecting. ” But really bad prospecting sucks me in. I’ve gotten past the point of trying to correct the person or the company doing the bad prospecting.

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.

Marketing, Sales, and the Power of the OOCH

Smart Selling Tools

As I read both books, I asked myself what they tell us about how and what our prospects go through when they make decisions (either to believe in an idea, or to make a change). While Decisive is designed to help readers understand and improve on their own decision-making, I challenge you to make the translation into what you as a seller can do to help your prospects be decisive.

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The Secret Path to Successful Sales Calls

Smart Selling Tools

How do you lead each conversation so the prospect will want to continue the sales journey with you? Did you first think through the key sales messages and the best way to communicate them to prospects? Once you had your first sales conversation with a real live prospect, you acquired the initial data points and coordinates you didn’t have before. Preliminary Conversation Maps.

Are You Finally “warm”?

Cold Calling Results

He wanted to know the best way to handle them: “These prospects have had 3 postcards from us already this year…. Here are at least six scenarios that I can easily envision happening when prospects receive marketing postcards: Scenario #1: Prospect’s assistant throws postcard out without reading it. Scenario #2: Prospect’s assistant reads postcard and files it somewhere. Scenario #3: Prospect throws postcard out without reading it. Scenario #4: Prospect reads postcard then throws it out. Scenario #5: Prospect reads postcard and files it somewhere.

My Clients Want to Work with Me Not the Queen’s We

Increase Sales

This week in speaking with a colleague she shared some constructive criticism of her website specific to the use of “I” and not the Queen’s We. The person offering the constructive criticism appeared to lack knowledge of her industry as well as her role as a sole-proprietor. Now some almost 20 years later, I believe Me is far preferably than We. Quality. Results. Share on Facebook.

Top Ten Characteristics of Top Sales Producers (Part Six)

Inside Sales Training Blog

Unfortunately, most sales reps are in a tremendous hurry to get their pitch out and so they treat many prospects as an obstacle to go through to get a sale. There are three areas that you can learn to develop rapport: before (during the initial qualifying call), during (during the close or presentation), and after (once your prospect becomes a client). This is a big problem.

Hey, Now, Just Who’s Qualifying Whom Here?

Sales and Management Blog

Recently I wrote an article titled “How to Take the Sting Out of the Price Question Early in the Sale.” In the course of the article I argued that it is natural for a prospect to ask about price–and often to do so too early in the sale, before the seller has had an opportunity to create real value for the prospect—because price is one of the factors prospects use as they seek to qualify the seller and the purchasing opportunity. Yet the prospect’s qualifying the seller and the seller’s value/solution is the crux of the whole sales process.

You May Wish to Add this to Your Sales Fact Finding Process

Increase Sales

This process usually involves asking open ended questions as well as doing some research before actually meeting with the sales lead or prospect. Yet one area that is often overlook is the “social history” of the prospect’s organization. A new seller would look to not only how did other firms connect with the prospect, but who else does he or she know at the existing firm. However, with some due diligence this information can be gathered by connecting with other people at the prospect’s organization. Yes sales fact finding is important.

Stop Nurturing Me!

Partners in Excellence

Everyone is trying to nurture their prospects and customer. Ideally, nurturing programs are constructed to provide helpful information just when the customer is seeking that help. Related Posts: When Nurturing Becomes Pestering Unsolicited Email, Cold Calling, Prospecting,… Lead Gen, Marketing, Nurturing And Other Musings Lead Nurturing Or Harassment? No related posts.

Voice Mail As A Differentiator

The Pipeline

They spend time and effort to meet a social norm and construct not of their own making or choosing, all in an effort to fit in and not be different from the herd perusing the same prospect. One of the reasons many will give for avoiding telephone prospecting is the pervasiveness of voice mail. By Tibor Shanto – . Take voice mail as an example.

Book Review: Make It All About Them

Sales and Management Blog

The most comm on misconception about the sales presentation is that the prospects want to hear about us, the company presenting: our size, our clients, our products, our people, and our awards. And, of course, she is right since as sellers we tend to think not in terms of a buyer but as a seller—and what then do we present to the prospect? Book Review: Make It All About Them.

You Sell as a Peer

The Sales Blog

The prospect of dealing with another salesperson who doesn’t create enough value to be worth their time doesn’t excite them. A peer isn’t afraid to engage in constructive disagreements. They know how to disagree professionally, and they know how to nudge conversations in the right direction, opening their prospective clients to new ideas. Anthony Iannarino. L4VC Sales 3.0

The Sales Magnet by Kendra Lee

The Sales Hunter

Prospecting is without a doubt one of the hardest parts of the selling process. If you happen to work for IBM or any other large company, then prospecting is certainly a lot easier thanks to the name recognition and the amount of money large companies like IBM spend on advertising. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

A Sermon on Selling: The Sin of Hearing Without Listening

Sales and Management Blog

We wicked sinners must beg forgiveness and change our sinful ways if we want to build sold relationships with our prospects and have them sign those sacred documents, our contracts. Just as the wages of sin is death, the wages of not listening to our prospect is the equivalent of death in sales—no sale. The problem is most of the time we aren’t even aware that we’re not listening because it is just plain human nature to hear what we want to hear and to be thinking about what we want to say instead of what our prospect is saying. Talking is. I wanted. Can I get an Amen

Most Market Share Battles Are Lost, Not Won


I met with a prospect yesterday. They have a great product for the industrial marketplace (construction, mining, etc.). Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. Every day they are in the process of losing, and are grateful when they win one out of ten or one out of four deals.

Say Farewell Forever to Cold Calling


It’s been over 40 years since I replaced old-fashioned prospecting grunt work for a 100% measurable way to attract a predictable, reliable stream of ideal clients. Success at getting qualified clients, customers, or patients has a lot more to do with understanding the real secrets of direct-response marketing – and a lot less to do with chasing after prospects. How do they act?

Overcoming Rejection is a Key to Success in Selling

Sales and Management Blog

Worse, once you get the opportunity to get in front of a prospect, the “no’s” continue to come. You answer the prospect’s objections–and you get your no. The prospect agrees to purchase IF you can do this or that, usually something out of the ordinary. Sometimes you feel that you not only have to fight prospects, but your company also. Secondly,our prospect can read the defeatism in our voice and body language. Moreover, if we do not believe in what we are saying, how in the world can we expect a prospect to believe it?

The 5 Immutable Laws of Selling

Smart Selling Tools

It is constructed of points and planes of dimensional perspective. What really matters, is that it will provide your prospect with a substantial and tangible result of either realizing a gain, or avoiding a loss – the impetus for change. III. Outcome Confidence : The prospect must have the highest degree of confidence that the predicted success can and will be realized.

DOing vs. BEing: creating rules that put customers first

Sharon Drew Morgan

When companies construct internal rules that are juxtaposed with customer needs they ignore the consequences. For each customer who doesn’t feel fairly treated, companies lose unknown-hundreds of prospective clients for an uncertain time moving forward. I was told I had to convince prospects, push closes, bias discussions about our products to promote a sale. Fitbit. RULES.

CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

Stand up and battle constructively with an eye toward solving problems. The lowest hanging fruit today is Social Prospecting Tools. In today’s buying process, prospects are highly influenced by peer referrals. Social Prospecting Tools: Leverage existing content and marketing expertise. Increase sales prospecting effectiveness. The event is often reactive. Summary.

It’s Time We Get Right with Our Words

Sales and Management Blog

Almost every sales seminar or workshop I go to and the majority of sales books I read at some point talk about the need to address the prospect’s or client’s emotional side; that sales, all sales, are at their heart emotion based decisions. And with that statement, for many the doors to manipulating the prospect are flung wide open. A course in logic can help attune you to how easy it is to go awry when constructing an argument. Language and emotion are so important in sales yet we seem to take is so lightly. The first course would be a good course in Rhetoric.

Smart Marketers Acting Stupidly

Partners in Excellence

This email(s) list, clearly was purchased from one of those companies that scrapes the web for names, decodes a company’s email format, and constructs lists that are largely fictional. All in all, a well constructed letter. Bad Prospecting Communicating Execution Insight Selling Lean Sales And Marketing Marketing Sales EffectivenessIt’s gotten somewhat comical.

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Book Review: Principled Selling: How to win more business without selling your soul

Sales and Management Blog

We sellers talk about them, we proclaim we exhibit them in our personal and professional life, and we bombard our prospects and clients with the claim that we epitomize them and they can, thus, trust us without reserve. To a great extent prospects have heard these claims so often and so loudly that the integrity and ethics of salespeople are a running joke. For many as soon as a seller says they can be trusted the prospect expects to get screwed. Ethics. Honesty. Integrity. Principles. . All of these terms are on the tip of virtually every seller’s tongue.

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

Sales and Management Blog

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. 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. If you’re thinking you’re going to make easy money by spending time on social media and not having to do the hard work of prospecting, well, good luck with that thought. Two things stick out for me: 1. The lesson?

Mining Your Single Most Valuable Businss Building Asset

Sales and Management Blog

Taking the time and effort to keep in contact with past clients will grow your business through new direct sales to the client and generating referrals to qualified prospects. However, constructing a campaign using a combination of these methods could be a very effective program. Marketing to your client database should be at the top of your “to do” list and your campaign should be constructed with the thought and care as if you were communicating with the most important people in the world, because for you, they are. The telephone? Your computer? Your advertising budget?

Why Your Focus on Quota is Killing Revenue Growth

Smart Selling Tools

The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. Studies of B2B sellers have shown that on average only 35% of this time is spent communicating with prospects. What would happen if you could increase the time salespeople spent communicating with prospects from 35% to 50%? Most organizations live and die by quota.

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Three “Lies” That Plague B2B Businesses Today (Part One of Three)


If cold calling and proactively targeting ideal profile prospects is truly dead, then why are my clients having so much success creating NEW opportunities and CLOSING new deals from their personal prospecting efforts? Emails sent to me oblivious that I’m not a prospect. I will admit that there are now other channels to get to customers, the most notable being any number of well-constructed, funded, staffed, and executed social programs. Calling with zero value doesn’t work, wasting your prospect’s time has always been a terrible idea. Cold calling is dead.

The Greatest Barrier to Sales Success Is?

Jonathan Farrington

You may also have heard that selling is not something a salesperson does to a prospect. Selling is something you do with the prospect, in a process of discovery and interaction. Either (a) accept your “ I am ”image or (b) decide on attainable, constructive steps to achieve “ I should be ”in the future. Before I sell my prospect what my prospect buys, I must first see my prospect as they see themselves.”?. In the buyer-seller situation, the seller must be responsible for shaping mutual behaviour – someone has to take the lead. General

Sales Leadership The Talent of Correcting Others

Increase Sales

This talent is not just about disciplinary matters such as employee to employee, but in a much broader context about people who fail to do what they promise or who act in a manner that is not professional and even extends to conversations between salespeople and their sales prospects. Yet, it truly does have both positive and negative impact. Evaluate ? Empathetic ? Share on Facebook.

The One Thing You Cannot Skip When Hiring an ‘A’ Player

Sales Benchmark Index

It will enable you to construct and use a scenario in your interviewing process. It must contain a minimum of 5 sections: Background of a typical prospect or company your organization calls on regularly. Prospect/Customer Facts. You must include who they currently know at the prospect/customer. It’s that time of the year. Planning for 2014 is in full swing.

Reflections on 2013: Social Proof, Quota Killers, Failing CRM, and Recommendations

Smart Selling Tools

The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. Your prospects can’t be sure whether they’re the only sap that’s accepted your phone call, or signed up for a trial. No doubt, we use content to acquire, grow, and maintain the prospect’s attention for the purpose of populating and perpetuating the pipeline.

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Book Review: The Key to the C-Suite

Sales and Management Blog

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. From Nick’s point of view selling at the C-level is in essence determining one’s value to the executive as defined by how you can impact those problem metrics and then how to construct a case that will demonstrate how your solution will move the metrics in the direction the executive wants to see them move. At what level in the company do you sell? I highly recommend it. . However.

The Six Skills of Great Sales VPs

Sales Benchmark Index

He is getting in front of prospects and valued customers. From this, gaps are identified and a training program is constructed. Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. The newly promoted manager repeats behavior that made him successful as a rep. His team flounders. He tries to do it himself.

Why Are You Working Against Your Ideal Customer?

Increase Sales

By investing the time to construct my ideal customer profile I gain greater clarity where to prospect and when to recognize a poor fit. One of my colleagues, Mark Hunter, wrote a great blog about “You Can’t Turn a Wal-Mart Shopper into a Nordstrom Customer.” What Hunter is really talking about is knowing your ideal customer. Credit The reverse is also true.

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How


These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Data quality: How clean and current is our database of prospective buyers and customers? Use it to construct a detailed picture of your current lead-to-revenue strategy, infrastructure, processes, and performance.

Book Review: Bottom-Line Selling by Jack Malcolm

Sales and Management Blog

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. Anyone with a calculator and sheet with the ratio formulas can work out a prospect company’s various financial ratios from the information on their financial statements. Although excellent advice, most often sellers have been told what to do but not how to do it.