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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 […].

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  –  tibor.shanto@sellbetter.ca  . Join Now!

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

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. […].

The 5 Why Questions Sales Prospects Ask

Anthony Cole Training

answering prospect questions sales prospects the why sales questions

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 […].

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.

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 […].

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 […].

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 […].

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 […].

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

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! ]].

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.

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

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

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?

How to Build Trust with a Sales Prospect

Pipeliner

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” […].

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.

High-Profit Prospecting: The Power of Weekend Email Strategies

The Sales Hunter

Sending an email late Sunday afternoon or early Sunday evening can be a great way to reach a lead or prospect who just hasn’t responded yet to other prospecting attempts. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingSending an email this time of the week to a mid-level manager can be a great way to catch them, as most managers do spend time […].

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.

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!

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 […].

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!

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.

Profitable Prospecting — High-Profit Prospecting: An Interview with Gerhard Gschwandtner

The Sales Hunter

Gerhard Gschwandtner, editor of Selling Power magazine, interviewed me recently regarding my new book, High-Profit Prospecting.   Blog Professional Selling Skills Prospecting Gerhard Gschwandtner prospect prospecting sales prospectingTalking with Gerhard is more than an interview — it’s a quest into your inner self! Few people understand how the human mind works when it comes to sales as well as Gerhard does.   Each time I’m with him, I […].

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.

What is the Right Frequency to Contact a Prospect?

The Sales Hunter

I get asked this question a lot, and my immediate response each time is by asking the other person how often they contact prospects now. Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingRecently, while working with a large company and their sales team, this question came up.

10 Ways to Make Prospecting on the Phone Effective

The Sales Hunter

Make the call about the prospect not about you. The reason for the call must be based around providing the prospect with information or insight they will find of value. 2. Blog Breakthrough Sales University Prospecting breakthrough sales university prospect prospecting sales prospectingSpeak with energy and believe in yourself.

Energy 117

Seven Insightful Questions To Ask Prospects During the Sales Process

Pipeliner

The post Seven Insightful Questions To Ask Prospects During the Sales Process appeared first on Pipeliner CRM Blog. The key role of questions within the sales process is to uncover the insights and information you need from a customer to be able to demonstrate how your product/service can help. But what are those insights that you need to know? It’s really [.]

Executive Sales Leader Briefing: Setting the Prospecting Tempo

The Sales Hunter

What are the signals you’re sending to your team with regard to developing prospects? I see far too many sales managers focused solely on the number of contacts, whether it be phone calls, emails or in-person visits, to determine how prospecting is going. Your job as a sales leader is to set the prospecting tempo […]. Blog leadership Prospecting prospect prospecting sales leadership sales prospecting

Use This Wording When Revealing The Price To Your Prospect

MTD Sales Training

Pricing prospecting skills revealing priceHave you ever been on the phone or in front of someone who is trying to sell you something, and then when the issue of price comes up, they say something like, “Are you sitting down?” or “I hope. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting Voicemails MUST Be Short

The Sales Hunter

We’ve been looking at 5 Ways Voicemail Can Work for Prospecting, including the first tip: Make sure voicemail is only one of your prospecting tools. This brings us to tip #2:  Keep prospecting voicemails short. The last thing a prospect wants to […]. Blog Phone Sales Tips Professional Selling Skills Prospecting phone sales tips prospect prospecting voicemailNever more than 18 seconds and preferably as short as 12 seconds.

When is it Time to Walk Away from a Prospect?

The Sales Hunter

How long should you pursue a prospect? I get asked this question all the time and yes, each situation is unique. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospectingThere are several underlying things you can look at to help determine when it’s time.

How to Overcome Prospecting Objections Now

Cold Calling Results

poor introduction can actually cause a prospect to respond with an objection. Absent a compelling introduction, prospects will say things like, “I’m not interested,” “I’m already working with someone,” “Send me information” and/or many of the other objections sales professionals hear on a daily basis. Your prospects are human beings. Cold Calling Prospecting

Should Prospects Decide Whether or Not they are Going to Talk to You?

Pipeliner

The post Should Prospects Decide Whether or Not they are Going to Talk to You? I posted a question on LinkedIn’s Sales and Marketing VP’s Group and the results have been fascinating. First, here is the question as posted: “What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?”