No More Cold Calling
JUNE 10, 2021
Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. By 2002-2003, people were continually asking if I had a book. We ask for an introduction to our ideal prospect. The conversion rate of prospect to client has shifted from an average of 50 percent to 70 percent.
Pointclear
JANUARY 15, 2013
These groups are incapable of having meaningful conversations with C-Level executives about strategic business initiatives that lead to high quality opportunities and become sales accepted and qualified. Some examples (many client agreements restrict us from publishing that we work with them): CenterBeam —since 2002.
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Customer Centric Selling
APRIL 29, 2015
No Prospect. When launching CustomerCentric Selling® in 2002 the first core concept of our process was: No goal means no prospect. If Marketing and Sales could agree on Targeted Conversation Lists™, part of nurturing inbound inquiries could be trying to make visitors aware of potential value and payback.
Pipeliner
FEBRUARY 15, 2019
This problem has existed as long as there have been communal workplaces, and it was studied between 2001 and 2002 in an Aspen Institute survey conducted on a group of MBA students. When you prospect a C-Level executive for the first time, always make it seem that you’ve had an earlier conversation with them.”.
No More Cold Calling
JUNE 16, 2016
Or perhaps seen the Kevin Bacon Visa Check Card ad from 2002? Smart sales execs would send the Brit, because he would more likely be perceived by these prospects as “one of them.” The sales approach, conversation, and tempo of new business development would more likely be in keeping with the client’s culture.
Anthony Cole Training
SEPTEMBER 15, 2014
In 2002, Marie Guion-Johnson ’s 41-year-old husband, Rob, died after going into cardiac arrest while swimming. Have the fierce conversation (not aggressive, not punitive) about current performance against what was expected and agreed to. Not love problems of the heart, but functional problems of the heart. The answer will be “no.”
Anthony Iannarino
SEPTEMBER 21, 2019
The first time I used my new deck was in a quarterly business review with an existing client in 2002. The conversation was among the best I had ever had with a client’s team, and we were talking about why they needed to change. It not only changed minds, but it began the conversation around change, changes they eventually made.
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