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Sales Prospecting: Are You Doing It Right?


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

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 prospectingreached 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 […].

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

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. Usability.

5 Traits of the Prospecting Expert

The Sales Hunter

While doing research for my next book coming out this fall (High-Profit Prospecting by AMACOM Press), I dug deep into why some salespeople are far more successful than others. Below are the 5 traits I found time and time again in those who were consistently delivering results far above the norm when it comes to prospecting. 1. […].

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. certainly realize integrity […].

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!

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.

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.  Effective prospecting is very targeted because it originates in effective marketing. 97.7% of all U.S. Urgency.

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 […].

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.

Email Prospecting: Your Emails are Likely a Bigger Waste of Time Than You Think

The Sales Hunter

Everyone wants to think using email to prospect is incredibly efficient and the only effective way to generate leads in today’s marketplace. Stop and ask yourself this question: “How does my prospecting email look on a […]. Blog Prospecting high-profit prospecting prospect sales prospect 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. The argument […].

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.

High-Profit Prospecting: 14-Second Voicemail

The Sales Hunter

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? 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 […].

3 Simple Ways to Engage Prospects and Win More Deals


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

Stop Sabotaging Your Prospecting

The Pipeline

Take telephone prospecting, yes cold calling, certainly a real and often emotional thing for all involved. They regularly achieve objectives they set out to accomplish, and realize direct impact on their business.  I am conduit to best practices, and as a result, can help prospects even before they commit to my programs.  By  Tibor Shanto  –  . Join Now!

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 […].

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

Use These 2 Techniques To Guarantee Appointments With The Prospect

MTD Sales Training

Prospecting prospecting skills setting appointmentsYou will have known for some time that the ideas of selling have changed over the years, so that the emphasis is now less on the process of sales and more on the processes the buyer goes though in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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.

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?

10 Rules to Follow When Starting a Prospecting Telephone Call

The Sales Hunter

Each week I’m asked by at least one salesperson, “How do I open a call with someone I’m prospecting?” ” For many salespeople, it’s the biggest obstacle they need to overcome when prospecting. In my upcoming book, High-Profit Prospecting, I dig deep into the issue of how to open a call. Blog Professional Selling Skills Prospecting prospect prospecting sales prospect sales prospectingBelow are just a few […].

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


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

Riding The Prospecting Wave

The Pipeline

So here is a simple example.  I repeatedly see reps commit to say an hour of prospecting a day, not that much in the scheme of things, but I would argue one of the most important hours of the day.  They are but only for those who have developed the habit of making prospecting part of their ongoing routine.  By  Tibor Shanto  –  . Join Now!

10 Prospecting Mistakes You Can’t Afford to Make

The Sales Hunter

Below are 10 prospecting mistakes too many salespeople make and there’s zero reason for anyone to be making them. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingI hate to spend time pointing out issues, but sometimes the fastest way to get things moving in the right direction is by calling out the mistakes. Your objective should be to read them and […].

How to Build Trust with a Sales Prospect


It’s the sales stigma that works against most salespeople trying to advance an opportunity with a new sales prospect. The post How to Build Trust with a Sales Prospect appeared first on Pipeliner CRM Blog. Sales is a tough profession; it is not intended for the faint of heart. I “Slick”, “sleazy”, “pushy”, “insensitive” […].

The Sales Prospecting Dilemma of Should I Stay or Should I Go

Increase Sales

Sales prospecting presents many dilemmas for salespeople.  Some sales research suggests more salespeople are going rather than staying with prospects. The average salesperson makes only two attempts to reach a sales prospect (Source:Sirius Decision). Does it not make more sense to prospect strategically with the ideal customer in mind than anyone with a pulse?

Do You Have Prospects or Suspects? 10 Ways to Know the Difference.

The Sales Hunter

Too many prospecting pipelines are plugged. Keeping the pipeline full of only great prospects allows it to move faster and does not require the pipeline to be as big. Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingThey’re plugged with suspects taking up valuable time. In both the short-term and […].

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.

Perfect Prospecting

Partners in Excellence

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” 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.” Sloppy prospecting is too easy.

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 Ways to Screw Up Your Prospecting Emails

The Sales Hunter

Blog Prospecting high-profit prospecting prospect prospecting sales prospectingThe number of bad emails salespeople are sending never ceases to amaze me. I’ve started to call out some of these people and I am building a file I will begin posting shortly of the worst of the worst. My goal is to not gloat in the number of bad emails, but rather to help do […].

Prospecting Techniques that Rock! Check out This Podcast!

The Sales Hunter

Do you want prospecting skills that set you apart from other salespeople? Blog Professional Selling Skills Prospecting andy paul podcast prospect prospecting sales prospectingRecently I talked about this with Andy Paul on his podcast Accelerate! You can hear the full podcast at this link. And definitely catch other episodes of his podcast!

Don’t Let Your Prospecting Muscles Atrophy

The Sales Blog

The more time you spend away from prospecting, the more your mindset atrophies. After some time away from prospecting, your skills start to atrophy, too. Prospecting is the lifeblood of a sales organization. Sometimes, when a salesperson is successful, they believe that they shouldn’t have to prospect. They start to believe that they should only be required to create value once a lead has been fully vetted and the prospect is “ ready to buy ,” an incredibly poor practice. If you stop prospecting, your prospecting muscles will atrophy.

Phone Prospecting – Cool and Not Cool

The Pipeline

People talk about prospecting as though it is open to interpretation, it should not be.  Prospecting is the act of engaging with someone with the purpose of initiating a sales cycle.  It is not about trying to sell, qualify, or any of the things that will never happen if you do not engage.  There is a singular purpose to prospecting, that is to engage. WHO CARES!  Join Now!

10 Ways to Prospect Effectively with Senior Level People

The Sales Hunter

Professional Selling Skills gatekeepers prospect prospecting sales prospecting senior levelDon’t ignore the gatekeeper. Treat them the same way you would the senior level person you are trying to reach. Ask the gatekeeper the same questions you would the senior person you’re trying to reach.

Are You Spending More Time on Fewer But Better Prospects and Customers?

The Sales Hunter

At the start of the year, I challenged you to focus your time by minimizing the amount of time spent on prospects that ultimately go nowhere. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting time managementWe’re now into the 2nd quarter of the year, and it’s time to do an assessment.

Prospecting For Pearls

The Pipeline

That’s one way I like to look at prospecting, specifically telephone prospecting, yes cold calling. like to think of a cold call, the very start of an engagement with a prospect, as being very much like the start of the process in the making of a pearl. The post Prospecting For Pearls appeared first on Renbor Sales Solutions Inc. Join Now!