Trending Sources

Why Your Prospecting Strategy Is Failing

Pipeliner

4 Innovative Strategies To Prospect Like a Pro. Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. . Most sales people hate to prospect. I get it, prospecting is not exactly the most exciting part of the sales job. So if prospecting is so important why do sales people hate to do it?

5 Keys to Better Prospecting

Pipeliner

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Like it or not, prospecting is the key to your sales success. We will not experience the urgent need to prospect as long as we delude ourselves. Once your funnel is right-sized and reflects reality, you will see why you need to prospect. Lead list.

Sales Prospecting: Are You Doing It Right?

Pipeliner

The post Sales Prospecting: Are You Doing It Right? Condensed from a Pipeliner SalesChats Interview with Dan McDade Interview by John Golden Dan McDade is certainly qualified to talk about leads. appeared first on Pipeliner CRM Blog. For Sales Pros sales process sales rep salespeople

The “Prospecting” Disease

Sales and Management Blog

And a great deal of the time when you ask them what they’re doing they tell you they’re prospecting. Why are a few really good at finding prospects and brining in business and most aren’t? The successful sellers spend their time prospecting. The majority are simply infected with the disease of “prospecting,” that is, the illusion that what they are doing is prospecting when in reality it is nothing more than busy work to keep them from having to do the tough work of actually prospecting. To succeed you need to spend your time prospecting.

Text Messaging for Prospecting?

The Sales Hunter

Blog Phone Sales Tips Professional Selling Skills Prospecting phone skills prospect prospecting sales prospecting text textingThe last few weeks I’ve had several requests from salespeople asking for my advice on text messaging and whether or not it should be used. Some people say you shouldn’t use it, while others say to use it. Here’s my response: I have nothing to lose and a customer to gain by texting someone. Boom! […].

Be Selective Before You Send that Prospecting LinkedIn Email

Increase Sales

One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Of course with the extensive sales research regarding prospecting on LinkedIn, maybe he thought he could take a short-cut? Embracing the send all approach is a sales prospecting loser. Share on Facebook.

5 Questions to Qualify a Prospect Faster

The Sales Hunter

Few things can take up as much time as spending time with a prospect that turns out to not be a prospect. Every time I speak, someone comes up to me afterward and shares with me their frustration with qualifying a prospect. Blog Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospect

Your 2017 Sales Prospecting/Growth Plan in 8 Steps

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingIt’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […].

Prospecting Myths: What Keeps Salespeople from Prospecting

The Sales Hunter

Recently I sat down via the Internet to discuss with Anthony Iannarino the issue of prospecting and, more specifically, some of the myths that keep people from doing it. Professional Selling Skills high-profit prospecting prospect prospecting sales prospectingI reached out to Anthony, because not only do I value his opinion, but I also wanted to talk about his new book (which I strongly believe you […].

Thinking About Prospecting is Not Prospecting. It’s Not.

The Sales Hunter

The argument I hear is, “I don’t have time to prospect due to everything else I have going on.” The argument is by the time you take care of all the existing customers, there’s no time left to do any prospecting. Blog Professional Selling Skills Prospecting high-profit prospecting prospecting sales prospecting” Yes, I’ve even been guilty of saying it too. Let me be blunt. Thinking […].

The 5 Why Questions Sales Prospects Ask

Anthony Cole Training

answering prospect questions sales prospects the why sales questions

How to Uncover Your Customer and Prospects Trust Criteria

Pipeliner

We can mistake good will and sales opportunity for strong enough trust to win over a customer or prospect. Most people believe themselves to be of great character but yet fail to win over their customers, friends and prospects. We experience those moments where a customer doesn’t want to go ahead, a prospect makes an excuse and so on. Not the best way to start a meeting.

7 Strategic Questions Regarding Your Prospecting Process

The Sales Hunter

Today I want to give you an excerpt from my new book, High-Profit Prospecting. Consider the below strategic questions as you look at your own prospecting process: 1. What about my prospecting process is compelling to the customer? Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingWhen I say “compelling,” I am talking about the customer’s willingness to engage and share with you […].

10 Ways to Start Your Prospecting and Make it Enjoyable

The Sales Hunter

You can’t prospect if you don’t start, and starting is the problem too many salespeople have. Here are 10 things you can do right now to help you stop procrastinating on doing the prospecting you know […]. Professional Selling Skills prospect prospecting sales prospect sales prospectingLet’s face it.

7 Steps to Building a Prospecting Plan that Works

The Sales Hunter

Do you have the number of high-quality prospects you need to not just make your annual number but exceed it? Before you answer that question, you may need to ask yourself if your prospecting plan is working as well as you need it to. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospect sales prospecting

5 Ways to Increase Your Prospecting Results

The Sales Hunter

Blog Prospecting prospect prospecting sales prospectingWe no more than end one quarter and we start all over again looking for new leads and new sales. Each quarter it seems there are those times when we all say to ourselves, “Next quarter I’m determined to be more prepared.” Yet next quarter comes and the same thing happens, and it’s a hustle […].

Sales Prospecting in the 21st century - Part 4

Increase Sales

The last reaction salespeople want from their sales prospecting efforts is to ignore the requests of a sales lead. Sales prospecting is the first phase of the sales process. This company is clueless about sales prospecting through email marketing. Sales Prospecting in the 21st Century – Part 2 – Fanatical Prospecting by Jeb Blount. Mobile friendliness.

Does Your Prospecting Plan Work? 11 Questions to Ask Yourself

The Sales Hunter

Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are 11 questions you can ask yourself regarding your sales prospecting plan. These questions will equip you to gauge how effective your prospecting plan is and what […]. The definition of insanity is continuing to do the same thing over and over and expecting different results.

Prospecting Using 14-Second Voicemail

The Sales Hunter

Blog Phone Sales Tips Prospecting high-profit prospecting phone tips prospect prospecting sales prospecting voicemailToo many salespeople overlook the impact of voicemail. One excuse I hear from salespeople is, “Why leave a voicemail? Nobody will listen to it anyway!” I say leave a voicemail, but do it correctly […].

10 Ways to Prospect with Integrity

The Sales Hunter

When you prospect with integrity, you will get customers who have integrity. Today there are too many people using stupid tactics to prospect that lack integrity. Blog Professional Selling Skills Prospecting high-profit prospecting prospect sales prospectingThink about what the previous sentence means. Integrity is an asset that is undervalued and underappreciated in today’s business world, yet it means more than ever. I certainly realize integrity […].

Prospecting Is a Marketing Activity

Increase Sales

Confusion abounds about what is prospecting and what is marketing. In other words, prospecting is an operation within marketing. You would not be marketing if you did not need new sales leads or prospects. People who prospect well are also market well. So what is a prospect? Effective prospecting is very targeted because it originates in effective marketing.

10 Rules You Need to Follow if You Email a Prospect

The Sales Hunter

A few weeks ago, I shared 10 mistakes you can’t afford to make if you use email to prospect, so it’s only right I share with you 10 things you need to do. These are from my new book, High-Profit Prospecting, which people are raving about and I believe you will too when you read […]. Blog Prospecting high-profit prospecting prospect prospecting sales prospecting

Prospecting Has Changed, But Have You?

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingNews flash. Social media is nothing more than the telephone. It’s simply a way to make contact — nothing more, nothing else. The argument […].

Hiding Your Lighted Sales Prospects Under a Bushel Basket Are You?

Increase Sales

Salespeople invest a lot of time lighting up sales prospects and yet it appears many are hiding those sales leads. Sales prospecting is truly about providing light to people who are in the dark about: You. Additionally, these sales prospects may also be in the dark about their own problems. Then they understand the must keep this light shining until the sales prospects buy.

Prospecting in Sales – Cold-Calls, Emails and Social Selling

Fill the Funnel

Prospecting in Sales – Cold-Calls, Emails and Social Selling. If you want to start an argument in your sales circles just ask an “expert” what works when prospecting in sales: cold-calls, email or social selling. The post Prospecting in Sales – Cold-Calls, Emails and Social Selling appeared first on Fill the Funnel. Customer Acquisition Process Events Social Selling Training Web Tools cold calling email prospectingUnfortunately, you will also hear name-calling, ridiculous claims of success and techniques that would make your mother cringe.

Is Bad Prospecting Causing You to Discount Your Price to Close a Sale?

The Sales Hunter

Blog Professional Selling Skills Prospecting lead generation pipeline prospect prospecting sales funnelToo many salespeople suffer from having to discount the price to close the sale. We can talk all we want about the need to create value for the customer, but if the salesperson still decides to cut the price then clearly something is not right. To understand this problem we need to go upstream […].

3 Simple Ways to Engage Prospects and Win More Deals

Pipeliner

The post 3 Simple Ways to Engage Prospects and Win More Deals appeared first on Pipeliner CRM Blog. How do the top salespeople continually blow away their quotas so effortlessly? Do they have some kind of secret formula they follow to ensure success consistently? For Sales Pros sales professionals salespeople

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. The question is, as a sales manager how should you structure your sales team’s expectations around prospecting?

HOW TO Increase Prospecting Results for Sales Leaders

The Sales Hunter

Have you thought about the impact you as a sales manager have on the prospecting results your people achieve? I’ve encountered far too many situations where the sales manager is blaming the lack of new customers on the failure of the sales team to prospect. Blog Professional Selling Skills Prospecting prospect prospecting sales innovation expo sales prospect sales prospecting

Prospecting the CEO: 5 Things You Must Know

The Sales Hunter

Put the prospecting process you’ve been using on the shelf. Blog Breakthrough Sales University Prospecting breakthrough sales university ceo prospect prospecting sales prospectingStop immediately! It’s not going to work when it comes to trying to reach the CEO or any other senior level person. Before proceeding, here are 5 things you need to know: 1.

High-Profit Prospecting: 14-Second Voicemail

The Sales Hunter

A great voicemail can be of your best strategies to turn a lead into a prospect. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingAre your voicemails worth listening to? I hate to say it, but most aren’t and that’s exactly why most salespeople don’t see any value in going through the effort of leaving a voicemail. I’ll argue the opposite, though! The […].

Stop the Insanity of the Stupid Prospecting Email!

The Sales Hunter

Blog Professional Selling Skills Prospecting email prospecting email techniques high-profit prospecting prospect prospecting sales prospect sales prospectingI’ve seen enough stupid emails, and what drives me nuts is people keep sending them! Just recently I got another one that said, “I’ve sent you 5 emails. Why haven’t you responded?” ” Hello! Maybe the reason I haven’t responded is because I’m busy and what you’re offering, I don’t want!

Are You Derailing Your Prospecting Success?

No More Cold Calling

We’ve all made this prospecting mistake: The customer told us her challenges. We jumped ahead to the easy part of prospecting—offering solutions—and didn’t take time to demonstrate the impact our solutions could make on the client’s business. The Problem with Your Prospecting. The post Are You Derailing Your Prospecting Success? It’s tough to shut up. Well, no.

6 Ways to Get Prospects to Open Your Emails

The Sales Hunter

Getting prospects to read them and then do something with them is a different situation altogether! Blog Professional Selling Skills Prospecting email email prospecting prospect prospectingAnyone can send out emails. Ask yourself this question: “Do I read emails I receive from people I don’t know?” ” I doubt you do. I know I don’t.

7 Ways to Prospect Better

The Sales Hunter

Recently, I was interviewed by Mark Di Somma about my new book, High-Profit Prospecting, and what it takes to be effective in sales today. Blog Prospecting high-profit prospecting prospect prospecting sales prospectingHere are some highlights from our conversation: 1. Salespeople are increasingly frightened of being rejected. That’s why you see them opting for social media, email and other forms of communication that […].

Perfect Prospecting

Partners in Excellence

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” A couple of people commented, “What does perfect prospecting look like?” ” I can’t tell you what perfect prospecting looks like, but I can tell you how to do it. Simply put perfect prospecting means “doing the work.” Now you are ready to prospect.

LinkedIn InMail: A Salesperson’s Secret Weapon for Engaging Prospects

Pipeliner

Connections are made with prospects in social channels rather than over the phone. The post LinkedIn InMail: A Salesperson’s Secret Weapon for Engaging Prospects appeared first on Pipeliner CRM Blog. Many salespeople complain about having to make cold calls, especially because they are increasingly ineffective. If you have to […]. For Sales Pros social media social selling

Sales Motivation Video: “No” is Never Permanent in Sales and Prospecting

The Sales Hunter

I challenge you this week to not view “no” as a dead end, but rather as an opportunity to come back at a later time to engage again with the customer or prospect. “No” is never permanent. Blog Professional Selling Skills Prospecting customer prospect prospecting sales sales prospectingWhen you hear “no” from a customer, what does it do to you? EMBRACE this attitude and you […].

5 (More) Ways to Get Prospects to Open Your Email

The Sales Hunter

Based on the comments I received from last week’s tip of 6 Ways to Get Prospects to Open Your Email, I wanted to give you a few more tips. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university email prospecting prospect prospecting sales prospectingHere are 5 more things you need to do: 1.

10 Things to Remember When Ending a Prospecting Call

The Sales Hunter

Below are things to remember when you’re ending the initial prospecting telephone call. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingAs difficult as it can be to get someone on the telephone, knowing what to do after the call can be just as difficult. In my new book coming out soon, I discuss this issue and every other critical issue, with the goal to […].