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SEPTEMBER 23, 2016

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. This week I received this unsolicited email: Credit www.gtatisography.com.

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Lead Rank Lead Scoring Prospecting Social Media 70

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SEPTEMBER 20, 2016

If people buy from people they know and trust, then it seems reasonable all sales prospecting should build upon that fundamental buying rule. Now my initial somewhat favorable reaction to him has turned south because his sales prospecting behavior shows me he is disorganized and possibly even desperate for sales.

Direct Mail 70

Direct Mail Prospecting Real Estate Facebook 70

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AUGUST 19, 2016

The last thing you want as a salesperson is to bore your sales prospects, yet many still do just that. Of course, these sales prospects may be more polite and not tell you they are bored. The question of the day is: Are you ready to challenge your own sales behavior and stop boring your sales prospects? Share on Facebook.

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Prospecting Microsoft Facebook Trends 70

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NOVEMBER 17, 2016

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? LinkedIn is a great marketing tool to prospect.

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LinkedIn Prospecting Face-to-face Facebook 70

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OCTOBER 25, 2016

” Many SMB owners and sales professionals may have this as their theme song because they are sales prospecting in all the wrong places. Then there is the dismal marketing messages within their sales prospecting. Sales prospecting is a process that begins within the strategic plan. 1 – No Ideal Customer Profile Gap.

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Ideal Customer Profile Lead Rank Prospecting Facebook 70

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FEBRUARY 10, 2017

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. Your solution. Share on Facebook.

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Top of Funnel Prospecting Salary Funnel 70

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AUGUST 14, 2015

Most B2B professional recognize the value of LinkedIn for prospecting new sales leads. This week during a mastermind session, one of our members shared this prospecting approach using LinkedIn. All of my mastermind group members believed using this type of prospecting approach was unethical and deceitful.

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LinkedIn Prospecting Referrals Ideal Customer Profile 70

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FEBRUARY 23, 2013

For most to overcome this sales challenge of “I need prospects,” begins with marketing. Earlier this week I wrote about this sales challenge from a prospecting perspective. Today I would like to address a primary false belief that generates another false belief.

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Prospecting Advertising Advertising Face-to-face 145

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OCTOBER 12, 2016

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). Jeb also shares great tips and actionable prospecting ideas.

Ideal Customer Profile 70

Ideal Customer Profile Prospecting Referrals Facebook 70

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MARCH 26, 2015

Have you ever considered how your prospecting actions actually reveal your leadership skills? Any activities such as prospecting within the 3 Phase Sales Process have always been in alignment with my leadership skills. To increase sales requires exceptional prospecting skills that work with outstanding leadership skills.

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Prospecting Ideal Customer Profile Social Media Small Business 70

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JULY 8, 2013

Recruiters are salespeople whose sales prospects are skilled qualified employee. By engaging in eduction based marketing, busy salespeople can employ LinkedIn in the same manner to reach their passive sales prospects. Sales education based marketing LinkedIn LinkedIn Contacts sales prospects social media' Share on Facebook.

Social Media 128

Social Media Media Prospecting LinkedIn 128

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JULY 31, 2015

Somewhere along the annals of history salespeople also became mesmerized by this number especially when it came to marketing or prospecting. After three attempts to contact the sales lead (prospect) all activity stops and the salesperson looks to the next “hot” sales lead. Send 3 direct mail pieces. Make 3 phone calls.

Ideal Customer Profile 70

Ideal Customer Profile Direct Mail Real Estate Prospecting 70

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JULY 22, 2015

Salespeople in B2B industries from the smallest firms to even some of the largest ones prospect for new sales leads, centers of influence every day through LinkedIn. However, many anxious salespeople fail to read the profiles. This failure leads them to being viewed as unauthentic.

LinkedIn 70

LinkedIn Prospecting Real Estate Referrals 70

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OCTOBER 21, 2013

Once again I had a call from someone in my ever growing LinkedIn and Twitter communities. He had been approached by a firm that I knew and wanted some more information. Funny, how being connected works. In listening to his story, I realized this firm did not listen to him and his current needs.

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Small Business Small Business Sales Qualified Lead Decision Maker 129

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AUGUST 1, 2018

.” Some may call this buying “establishing rapport,” but it goes way beyond just having a positive connection to that sales lead or prospect. How often do we see or hear of people making the sales pitch within the first couple minutes of meeting a new prospect? ” That transference takes time.

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Sales Qualified Lead Facebook Education Sales Goal 103

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JUNE 7, 2017

If sales is the transference of feelings (Zig Ziglar) and I believe this is true, then results driven salespeople have the capacity to frame impersonal questions into personal ones without violating the sales prospect’s personal space. The desired end result of this question is to find the “pain” of the sales lead.

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Decision Maker Facebook Sales Coaching Training 123

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JANUARY 25, 2012

After weeks of trying you have finally landed that all-important first meeting with a new prospect; a prospect with lots of potential. A prospect that could help you reach your annual sales quota in one fell swoop! Contrary to popular—and misguided—belief, your prospect doesn’t care about you, your company or your brochure.

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Case Study Face-to-face Facebook Quota 155

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DECEMBER 1, 2016

They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. I was reminded of this consistent characteristic when I read Mike Weinberg’s posting, Stop Over Analyzing Your List and Get in Front of Your Strategic Target Prospects Now! Credit www.gratisography.com.

Lead Rank 70

Lead Rank Lead Scoring Sales Qualified Lead Face-to-face 70

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OCTOBER 10, 2016

Prospecting Tip #1. Prospecting Tip #2. Prospecting Tip #3. Finally, taking control of your own prospecting and selling schedules by keeping contingency meetings to a minimum also makes sense. Planning your sales meetings is essential to ensure your prospecting funnel and ultimately sales funnel remains full.

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Sales Meeting Meeting Top of Funnel Cancellation 70

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NOVEMBER 23, 2016

I shouldn’t be surprised, but I am as to how many realtors are ignoring LinkedIn specific to sales prospecting and sales opportunities. And that is not a bad sales prospecting strategy. Top sales performers do their homework when engaged in sales prospecting. Sales prospecting for realtors is also evolving.

Opportunity 70

Opportunity Real Estate LinkedIn Referrals 70

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APRIL 8, 2017

Research your sales prospect. ” When you do not know yourself, you can appear to be false (unauthentic) to others including your sales prospects, your customers as well as to family and friends. I know I have. These articles usually refer to one of the following such as: People buy from people they know, like or trust.

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Sage Facebook Motivation Prospecting 121

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OCTOBER 28, 2013

Since the customer relationship information is already there, why not re-purpose those notes into an executive summary for the sales prospect, sales lead or qualified prospect? This past week I received several comments about the executive summaries with one sales prospect stating “Wow, very thorough…. .”

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Sales Leadership Sales Qualified Lead Facebook CRM 129

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APRIL 6, 2017

One would think if they placed a paid advertisement for sales prospecting, they would answer their phones. Technology in this case is a sales prospecting tool and only a tool. Even after 18 hours no returned phone calls or even text messages. Really, how sales hungry are these SMBs? Wrong presumption.

Small Business 91

Small Business Small Business Social Media Advertising 91

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AUGUST 4, 2018

Unfortunately, some salespeople think they know what is important to the potential qualified prospect and the bridge never connects to the buyer’s side. ” This question almost 100% of the time reveals a latent value driver, something that is important to the prospect, but something that has yet to be revealed.

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Sales Qualified Lead Decision Maker Lead Rank Lead Scoring 78

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JUNE 4, 2014

One of the big challenges that any salesperson faces is establishing credibility with a new prospect. If a prospect doesn’t know you or your company, that prospect must become convinced of three very important things: Making a change in suppliers is worth the hassle involved. Avoid the sales “stereotype.”

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Vendor Face-to-face Exact Competition 135

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DECEMBER 17, 2016

Sales success is built upon understanding the emotional wants and needs of the sales prospect. For example, a sales prospect does not call when he or she promised. When the salesperson and the sales prospect finally reconnect, those emotions may surface or are still submerged. Recognize and understand our own emotions.

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Call-back Facebook Sales Leadership Coaching 70

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OCTOBER 23, 2018

Accept each sales lead as a fresh experience, do not think you know what the person wants or needs or how much you expect in financial compensation from this prospect. After over four (4) decades in sales, I know the old school sales ways seem to be eagerly desired by today’s sales prospects. ” Share on Facebook.

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Loyalty Compensation Facebook Research 139

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FEBRUARY 12, 2014

However the word yes has no emotional value what so ever for the prospect. When we ask to have agreement, we are subconsciously implying an invisible contract between the sales prospect and ourselves. Sales emotional intelligence sales conversation sales prospect Sales Training words do matter' A far better word is agreement.

Banking 137

Banking Lead Rank Lead Scoring Conversion 137

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APRIL 5, 2017

Additionally, this question is quite emotionally intelligent in that it is incredibly authentic by being sensitive to the sales prospect’s thinking process. I mean can you remain totally silent for 5, 10 to even 20 minutes after you ask the question because the next person to talk must be your sales prospect.

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Negotiation Face-to-face Facebook Conversion 86

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SEPTEMBER 28, 2013

Prospecting. This article went on to specifically state “social selling is prospecting.” Prospecting is marketing! If you want to turn off potential sales leads (aka prospects), then by all means embrace this false concept of social selling and start selling your heart out. Cold calls.

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Social Selling B2B Direct Mail Marketing 153

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APRIL 18, 2017

Have your sales prospects changed (think ideal customers )? Your story should focus on what is happening in your marketplace and how you can make a difference to your sales prospects. Yet how often are they forgotten when it comes to time to innovate. ” Has your tagline changed?

Real Estate 78

Real Estate Call-back Intent Facebook 78

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MAY 22, 2014

Being able to speak in terms that activate the “pain pulses” for your sales leads or prospects is essential. Profit math is showing how much more profits your prospect will have because he or she bought and implemented your solution. Possibly you may be asking what is that? Sounds pretty simple, but it really isn’t.

Forecasting 138

Forecasting ROI Facebook Research 138

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OCTOBER 19, 2017

You want your sales prospect to change by buying your solution. When we understand we as salespeople facilitate the angst of change, we can then also increase our emotional intelligence because we are now even more aware of the emotional exchange happening or not happening between our prospects and ourselves. Sales is all about change.

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Objections Facebook Research Sales 96

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SEPTEMBER 21, 2016

How many clueless salespeople continue in their prospecting by offering bad sales pitches without understanding this number one buying rule ? Of course there will always be exceptions, your prospecting marketing message came at exactly the right moment in time when all the buying stars were aligned.

Decision Maker 70

Decision Maker Cold Calling Vendor Sales Coaching 70

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MAY 22, 2012

Not all prospects are the best customers. However a good salesperson recognizes that focus on the goal to increase sales or improve prospecting for sales must be a priority. Other sales leadership talents embedded within the ability to say No might include: An attitude toward honesty. Self-discipline. Share on Facebook.

Sales Leadership 170

Sales Leadership Ideal Customer Profile Energy Maximizer 170

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SEPTEMBER 15, 2016

By adhering to the “should I go” at the agreed time, reveals your respect for the prospect’s time and also showcases your own business ethics. Sometimes, the prospect will indicate he or she has additional time and wants to carry on the sales conversation. The end result is we either build trust or diminish it.

Meeting 70

Meeting Sales Meeting Facebook Conversion 70

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DECEMBER 19, 2016

One of the more far reaching changes has been this concept of social selling where salespeople leverage the Internet through social media sites for everything from marketing to relationships building to targeted prospecting. Salespeople will provide value by: Connecting to their prospects’ value drivers. Credit www.pixabay.com.

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Social Selling Social Media Media Hubspot 70