The Shameless Sales Blog

DECEMBER 28, 2011

Which got me to thinking about prospecting… Prospecting is NOT something where you magically make deals appear. You can't just start prospecting and expect to instantly get sales and make quota. (if Prospecting is about discipline, regularity, and consistency. But now those are just excuses, aren't they?

How To 43

How To Quota Prospecting Sales 43

The Shameless Sales Blog

JANUARY 11, 2012

Questions asked the right way, create a bond between you and the prospect based on a belief that you can help you them. Hmm, I dunno, my prospects aren't only women…" See, I would have just screwed myself. Your goal is to find out what the prospects needs and pains are. What's the wrong way to ask questions?

Demographics 59

Demographics Sales Prospecting Leads 59

The Shameless Sales Blog

DECEMBER 14, 2011

It's the moment when your prospect recognizes that you can solve his problem and that he has a problem serious enough to warrant solving right now. Yes, I know it may seem like it takes you hours, days, weeks, even months in some cases to make a sale. But the sale itself, the buying decision that is, happens in an instant.

Prospecting 53

Prospecting Sales 53

The Shameless Sales Blog

JANUARY 23, 2012

You see there's the "information" about the deal that your prospects tell you and every other vendor… Here's what we are buying. In every deal, there are lots of losers who just "showed up", and only one winner. The secret to winning 90% of your deals is knowing the secret truth about every deal.

Selling Skills 63

Selling Skills Vendor Up-Sell Competition 63