want-prospecting-success-ditch-status-quo 
No More Cold Calling
APRIL 29, 2018
What it takes to earn introductions to prime prospects. Want even more referral examples? He didn’t give me a business reason to refer him, he didn’t tell me who he wants to meet (his ideal client), and he broke my #1 rule: Never, ever ask for a referral in any digital format. Want to Up Your Prospecting Success?
BuzzBoard
APRIL 12, 2024
Instead, they want strategic partners who can truly understand their unique business challenges and goals, and then craft tailored solutions to drive measurable results. In short, this method aims to disrupt the prospect’s current thinking and demonstrate fresh, innovative solutions for the prospect to better compete in their field.
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Janek Performance Group
JULY 15, 2022
When a sales rep asks us point-blank, ”What is the best way to follow-up with a prospect that goes silent?“ It’s a real question we hear often, and we know sales reps are not wanting to hear a vague reply like, ”It depends on your situation.” Why Prospects Go Silent. They are not asking a hypothetical question.
No More Cold Calling
APRIL 12, 2018
If you’re not getting the results you want, it’s time for sales innovation. Prospects tell us they’re decision-makers, even when they’re not. Just as we ditched our legacy software, we must ditch our legacy history, and the legacy processes that are stalling our growth. Success Can Get Messy. We get mixed messages.
DocSend
DECEMBER 20, 2019
If you can’t tell prospects why your product matters, then you haven’t convinced them to pick you. During the crucial discovery call, the last thing you want to do is take prospects through an in-depth examination of your product, yet that’s exactly what we did. Step 2: How do prospects win or lose in this new world?
DocSend
AUGUST 23, 2017
When building your next sales deck, keep one thing in mind: Prospects don’t care about your product. And, if you can’t tell prospects why your product matters, then you haven’t convinced them to pick you. We were throwing our prospects into decks with 16, 18, 20 slides and asking them to study our product’s features.
DocSend
APRIL 20, 2019
When building your next sales deck, keep one thing in mind: Prospects don’t care about your product. And, if you can’t tell prospects why your product matters with your sales deck, then you haven’t convinced them to pick you. Using Raskin’s framework as a guide, we ditched our pitch for a sales story worth sharing. And only 17.5%
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