Are You BS’ing Yourself with Your “Prospecting” Activity?

Sales and Management Blog

It usually doesn’t take long for these conversations to get around to the particulars of their activities, in particular their prospecting activities. They are baffled by their lack of sales success because they insist that they are ‘always prospecting.’. The problem is that although they have been busy, they haven’t been prospecting. Like many salespeople, they’ve confused doing preparatory and busy work getting ready to prospect with the activity of prospecting.

A Quick Look Into Prospecting Using LinkedIn

MTD Sales Training

So the real question then is how do you use LinkedIn to prospect and connect to potential leads? Prospecting On LinkedIn. eselling Prospecting Sales Process Social Media generating B2B leads online MTD Sales Training prospecting using LinkedIn sean mcpheat social media the internet

Trending Sources

How to Turn Referral Partnerships from Wishful Thinking into Business Producing Machines

Sales and Management Blog

Are you like most sellers finding it more and more difficult to break through the noise and connect with quality prospects? Are you finding prospects putting up more and more obsticles to keep you and your message out? When you do finally get through to a prospect are you finding that you have less and less time to gain their attention and interest? They need referrals to quality prospects, just like you do. Do they do a lot of advertising?

The Pipeline ? 3 Lead Generation Myths That Will Clog Your Sales.

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. These people are just prospects. April 29th, 2011.

How to use competition to win business

Sharon Drew Morgan

Sometimes our offering seems similar to others - obvious to us, but indistinguishable to our prospective clients. Do some research on Google to find out where they are advertising, or who they are partnering with, or where they have articles placed or when they are doing webinars.

Financial Advisor: You Must Match Your Message with Your Desired Image

Sales and Management Blog

Some stick their business cards to bulletin boards at restaurants or under windshields in parking lots, send unsolicited emails, fax fliers all over town, invest in direct mail, buy leads, or purchase expensive advertising. Yet, few invest their time and money in learning more sophisticated prospecting and client acquisition methods. These prospecting methods confirm Marshall McLuhan’s proclamation that “the medium is the message.”

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. July 29th, 2011. July 29th, 2011.

How to part as friends

The Sales Blog

Second, and maybe more important, speaking poorly of your past clients is an advertisement to new your clients of exactly what they can expect from you when their engagement with you ends. Your prospective clients are researching you on social media before they buy from you. How to part as friends is a post from: The Sales Blog | S. Anthony Iannarino. A couple nights ago I was speaking to a friend on the telephone.

Solutions to Your Small Business Sales Challenges | Sales.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 19, 2011. Maybe a media representative suggests a new advertisement. So, “pop” off they go with new advertising. Then an advertising agency suggests a new brochure and off they go again. Any system should start with a thorough understanding of prospect’s needs and interests. prospect. prospecting. prospects. December 2011. About.

Selling Strategies: Develop the Habit of Going the Extra Mile By John Boe

Sales Training Advice

word-of-mouth advertising within your marketplace. One happy customer who is given exceptional service can influence more prospects to do business with you than $10,000 worth of traditional advertising. By Susan Cullen Advice On How to Avoid Becoming a Digital Prospecting Lemming By Kendra Lee The Only Qualifying Question You Really Need By Mike Brooks Unbreakable Rules of Sales Calls by Art Sobczak How Are Sales Like Jump-Starting Your Car?

Brent's Social CRM Blog: Tweet for a Chance to Win a Free Dell.

Social CRM

September 28, 2011. Winner will be selected in a random drawing from all eligible entries received on or about 12:30PM – 1:30PM EDT on September 29, 2011. Potential winner will receive a direct message from me (which is the reason you need to follow me until a few minutes after 1:30pm ET) through Twitter account used to enter the Promotion on or about September 29, 2011. December 2011. November 2011. October 2011. September 2011. August 2011.

The Pipeline ? Sales Alchemy

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. Prospecting. 3 R’s of Prospecting Success.

10 Steps Toward Effective Social Media Marketing - Think customers.

The 1to1 Media Blog

Advertise. However, while effective use of social media is important for companies, they should not forget about the power of email, which remains a very important tool for reaching out to customers and prospects. Companies need to be where their customers and prospects are and email is still a predominant channel for communication," he said. By Cynthia Clark on December 15 2011 06:01 AM. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards.

The Pipeline ? Presenting to Donald Trump

The Pipeline

December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. Prospecting. 3 R’s of Prospecting Success.

Get Schooled on Customer Engagement - Think customers: The.

The 1to1 Media Blog

Advertise. These leaders provide inspiration and guidance to our students and prospective students alike," Vlessing said. The university also posts videos of student success stories--both user generated and professionally produced--so prospective students can make that more personal connection to the student experience and the benefits students have gained by getting their degree. By Ginger Conlon on November 18 2011 02:43 PM. 1to1 Magazine. Issues. Weekly Digest.

"Southwestern Made Me Successful!" Causation vs. Correlation.

Southwestern Advantage

Does advertising on the Super Bowl make your brand successful? I think it’s more likely that successful brands advertise on the Super Bowl. ” KLynn Kennedy says: February 18, 2011 at 2:05 pm. Tim Langley says: February 18, 2011 at 6:05 pm. prospecting.

Trust on Decline Unless You’re Recognized as an Expert Study Finds

Sales and Management Blog

His findings are most interesting for sellers and small business owners even though his real target is larger corporations engaged in constructing advertising and public relations campaigns. That’s a lot—and most of us probably give up on a prospect long before they’ve heard our message nine times.

Who is Your Lexus? | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 12, 2011. Could you get a better form of advertising than that? prospect. prospecting. prospects. December 2011. November 2011. October 2011. September 2011. August 2011. July 2011. June 2011. May 2011. April 2011. March 2011. February 2011. January 2011. About. FREE Resources.

What's new in lead generation? - About Leads, BuyerZone's lead.

Buyer Zone's Lead Generation Blog

Mar 8, 2011. advertising will be phasing out. In MarketingSherpas 2010 and 2011 B2B. website, the more likely prospects will be drawn in. December 2011 (10). November 2011 (9). October 2011 (8). September 2011 (5). August 2011 (1). July 2011 (2). June 2011 (7). May 2011 (4). April 2011 (4). March 2011 (7). February 2011 (8). January 2011 (5). About Leads.

Share a Story to Drive Sales Leads

Modern B2B Sales

by Carol Fox Conventional wisdom holds that a lead’s fate is decided by the prospective customer, not the sales person. From advertisements and infomercials to online product reviews and social media, prospects are always ready to hear personal accounts about life with your brand.

Quality, Not Quantity: Why All Those Leads May Be Getting You.

The 1to1 Media Blog

Advertise. Often the prospects marketing provides to sales professionals stop at a dead end, with marketers failing to follow-up or nurture leads to the point of maturity. Marketers believe they have done their job simply by passing those leads on to sales, yet too few marketers have actually contacted or qualified the inquirers to see if these potential long-term suspects may actually become short-term prospects. By Anna Papachristos on December 15 2011 01:00 PM.

Selling Strategies: Objections are Buying Signals By Robert Terson

Sales Training Advice

He sold insurance, sewing machines, garbage disposals, cookware, wigs and other hair goods, and advertising. Objections are buying signals: the prospect who objects is displaying interest, which you can deftly rebut to your advantage—a selling-Ju-Jitsu move. The prospect who says nothing, gives you zilch to work with; there’s little you can do except keep digging to find out what’s on his mind. Your prospect works hard for his money.

4 Steps to Embarking on a Mobile Strategy - Think customers: The.

The 1to1 Media Blog

Advertise. This attachment to smartphones is giving companies a great opportunity to reach their customers and prospects around the clock and wherever they are. By Cynthia Clark on December 29 2011 05:30 AM. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends. Employee Engagement. Executive Profiles. Marketing.


Inside Campaigner: Campaigner Helps East Bank Club Get into.

Inside Campaigner

Wednesday, March 23, 2011. Due to the vast amount of services offered, staff members must be able to keep their current and prospective members informed of new offerings and promotions on a regular basis. Relying primarily on word of mouth for marketing, they did not invest in outside advertisements. ▼ 2011. (31). Small Business Influencer 2011: Vote for j2 Global. skip to main | skip to sidebar.

Blog World LA: The State of the Blogosphere & the New Media.

Brian Vellmure

November 7, 2011 By brianvellmure 2 Comments. Most execs are interested in learning more about how trends in human communication are shifting , what it means at the macro scale , and ultimately what it means for their companies, and respective customer and prospect communities.

Is It Really a 2.0 World for Sellers?

Sales and Management Blog

No more having to figure out where to advertise—yellow pages? Focus on social media and the virtual world and grow your business without having to invest a dime or spend hour after hour prospecting and hearing ‘no’ after ‘no.’ Oh, you misunderstand,” you answer, “I’m really not trying to sell, I’m developing relationships with lots of folks that maybe in the future might someday be prospects. Most salespeople need to engage social media as a prospecting and marketing tool.

#1 Way Salespeople Destroy Profit | Sales Motivation and Sales.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. Leave that to your marketing or advertising department. prospect. prospecting. prospects. December 2011. November 2011. October 2011. September 2011. August 2011.

The Truth About Converting Customers And Four Tips To Make It Easier


Like Walter Bergeron, our 2012 co-Marketer of the Year winner, who attended the Fast Implementation Boot Camp one year ago in September of 2011. In other words, there is a period of gestation between when your prospect finds out about you and when he or she buys. The salesman asked three questions and closed the sale… he didn’t see all the other stuff that lead up to it, nor did he see what else those prospects may have done.”.

Celebrating 10 Years of the Avangate Affiliate Network

Software Business Blog

Of course, all the success is thanks to our beloved clients – both advertisers and affiliates – who trusted the network, helped it gain momentum and sustained its growth over time. History lesson: Advertisers’ information pages for affiliates are the best source of new, qualified affiliates.

Join the Global Business Cocktail by Fabrizio Faraco

Increase Sales

The first one populated a lot of blogs following the dissemination of outcomes of a Forrester Consulting survey compiled for Facebook in December 2011 to evaluate how marketing leaders are building brands in the connected world.

Eyes on the prize for 2011 - About Leads, BuyerZone's lead.

Buyer Zone's Lead Generation Blog

Eyes on the prize for 2011. So, lets keep our eyes on sales and marketing trends for 2011 so that we dont start the New Year off on the wrong foot. Here is a roundup of trends for 2011: Thursday, December 16, at 1 pm ET eMarketer will hold a FREE webinar -- Key Digital Trends for 2011. The first on 2011 Demand Creation Trends from the Canadian Marketing Association. The second article is a great Australian sales blog post on the 12 Sales Trends for 2011.

Think You’re Meeting and Exceeding Your Client’s Expectations? You’re Fooling Yourself

Sales and Management Blog

Buzz phrases are everywhere—in our daily conversation, in advertising, and in our business communications. You see it and hear in advertising. No matter whom the “customer” is—an internal department, a purchasing prospect, a vendor, a supplier, a distributor, a job applicant, everyone in every department is out to exceed their customer’s expectations. . Every prospect and customer is different. Everybody seems to love buzzwords and phrases.

The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B


LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. He is the author or co-author of five books, including Social Marketing to the Business Customer(2011), the first book devoted entirely to B2B social media marketing. I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast.

Sales Tips: Presenting to Donald Trump By Robert Terson

Sales Training Advice

The question you must face first, though, is Why do people of wealth and status intimidate you, in a way “normal” prospects don’t? A master salesperson will not make that foolish “choice”; he will demand—yes, “demand” is the perfect word—equality, and will use that equality to win over and serve that prospect to the best of his ability. “Once the game is over, the king and the pawn go back in the same box.” – Italian Proverb.

They’ll Buy if They Like You By Robert Terson

Sales Training Advice

When a prospect likes you, sales resistance disappears like a burnt off morning fog. If your prospects like you, they’ll have the same strong desire to buy from you, especially if you dazzle them with your presentation a la Andy Pasek. Last year, my wife and I checked out the iPad® and iPhone® at the Apple Store in the Woodfield Mall. Bewitching toys, but I was so much more WOWED by the young salesman, Andy Pasek, who showed us how to “play” with them.

3 Steps to Produce Content to Feed Lead Generation

Sales Benchmark Index

I spent a good part of my career in marketing including leading account teams for an advertising agency as well as directing corporate marketing.


Delicious Sales

Prospecting (4539). Advertising (694). Advertising (694). 2011 (3304). So many prospects and clients to kill, so little time. But don’t worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day.

Three Tips to Build Powerful Customer Connections

No More Cold Calling

World”—that’s how I met Todd McCormick at the Fall 2011 Sales 2.0 But we all need new business, so the big question is: What are the top sales performers doing to find new prospects? Social media, blogs, pay-per-click advertising, and SEO are all excellent strategies for attracting prospects when they’re still in the research stage, before a sales rep has gotten involved in their buying process.

Is Automation Killing the "Social" in Social Media? - Think customers.

The 1to1 Media Blog

Advertise. Automating messages like these can help reach prospects and clients in different time zones, and, unlike email, the same message can be sent several times without becoming a nuisance. Social media marketing is a great way to quickly distribute your content to a large group of people, but what really makes this form of marketing unique is that it provides your company with the invaluable opportunity to personally engage with prospects and clients about your content.

Who Is Stealing YOUR Work?

Jonathan Farrington

Second, though equally important, salespeople mostly aren’t transparent about how to brand a prospects many expected to have a genuine need for their product or service. I was conned by them back in Nov 2011, and I am still in the process of trying to get my money back.