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Dreamforce 2012: A Spectacular Spectacle #DF12

Smart Selling Tools

Dreamforce 2012: A Spectacular Spectacle. I just returned from Dreamforce 2012. The vendors I spoke to said they had higher quality conversations with higher qualified prospects.

In 2012 the New Normal in Sales Is.

Sales and Management Blog

In sales we’re told that the old normal was cold calling, face-to-face meetings with prospects and clients, and using salespeople to find, connect with, and sell prospects, and the “new normal” is that salespeople are an outdated and costly luxury and are, at best, nothing more than an archaic relic of the past that companies just haven’t come to the realization are no longer needed. Referrals will still get you more and better business than any other prospecting format.

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Top Sales Books To Read in 2012

Fill the Funnel

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. ©2012 Fill the Funnel. © MASP - Fotolia.com.

3 Crucial Steps to Help Stop Chasing Bad Prospects

Sales Benchmark Index

The day was extremely productive…until we landed on a prospect he had been calling for 6 months. The prospect was courteous, polite, and even sounded happy. Do you have prospects that are dragging you down? If not – cut bait and move on to more fertile prospects.

5 New Rules for Selling to Prospects Late in the Buying Cycle

Smart Selling Tools

Prospects want to investigate their options when they have time (like in the evenings after dinner). With much too much frequency, buyers have witnessed salespeople grab onto a bona-fide prospect faster than a dog to a bone. Naturally, prospects shy away from this.

The Top 5 B2B Prospecting Mistakes To Avoid At All Costs

MTD Sales Training

Prospecting mistakes are the most deadly errors you can make in professional selling, in large part because they are so difficult to quantify. Sales Mindset prospecting for new business Prospecting mistakes top 5 B2B prospecting mistakesSales mistakes and blunders in the sales process or in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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A Sales Prospecting Technique That Will Blow Away the Competition

The Sales Hunter

Do you want a sure-fire way to set yourself apart from the competition while prospecting? Here’s how: Find an on-line news link that your prospect or person with whom you want to network would find of value — and you send them the link.

Sales Prospecting Tip: Schedule Prospecting. Or You Won’t Do It.

The Sales Hunter

The number one issue salespeople struggle with the most is sales prospecting. Sales prospecting is not easy — I’ll admit it. The problem is far too many salespeople are quick to say they don’t have a good source of prospects or they don’t have a good process.

The Prospect Shows Up 45 Minutes Late For The Appointment; Now What?

MTD Sales Training

Sales Presentations cementing the appointment prospect late for appointment solidify appointmentsYou’ve set the appointment a week ago and confirmed it just the day before. It is rock solid. However, although you arrive for your 10:00 a.m. meeting a proper 15 minutes early, you find yourself. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication.

What To Do When The Prospect Tries To Bash Your Competition

MTD Sales Training

While this is never a good thing for many reasons, it is even worse when the prospect starts bashing your competition. Many sales people love it when the prospect starts to downgrade their rivals as the two “tag-team” the competition. Relived the prospect’s fears.

It’s Not What You Say, It’s What the Prospect Experiences

Smart Selling Tools

This certainly explains why even when you have laid out decisive arguments for why a prospect would benefit from your solution, they don’t buy in the end. You can set the stage for prospects to experience aha! Let your prospect begin to navigate their way toward your goal.

10 Sales Prospecting Quotes to Boost Your Sales Motivation

The Sales Hunter

Sales prospecting is where the salesperson makes their money. Here are 10 quotes of mine I use when I’m working with salespeople and companies on sales prospecting: Until you contact the customer, you haven’t done anything. It’s prospects that buy; not suspects.

Land More Prospects By Broadcasting Your Customer's Voice

Sales Benchmark Index

With so much information at their fingertips, prospects are more empowered. But your job as a sales rep is to influence the prospect's buying decision. What do prospect consume before you interact with them? Causes the prospect to build a preference for them over all others.

9 Sales Prospecting Tools and Tips that Make a Difference

The Sales Hunter

“What are the sales prospecting tools you use?” Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. Networking is not prospecting. Schedule time each day/week to prospect.

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Small Business Sales Prospecting Just Got Much Easier

Fill the Funnel

You can now realize the benefits of a strong set of customer data like that available for larger companies including these: Increase Call Performance - Turn cold prospects into meaningful conversations.

Dealing with Uncomfortable Questions from Prospects and Clients

Sales and Management Blog

We’ll also have some—hopefully just a very few–prospects and clients make comments about these people and issues or, worse, ask us directly about our opinions regarding them. As salespeople we spend a great deal of time trying to develop relationships built upon trust, honesty, and openness with our prospects and clients. Our goal we say is to treat the prospect as a whole person. Once again we are in the middle of the presidential political season.

Why Networking is Not Prospecting

The Sales Hunter

People love to tell me how they don’t need to prospect , because they already network, and that’s enough, in their opinion. The problem is I can’t rely solely on my network to provide me with the prospects I need , no matter how robust my network is.

Sales Prospecting: Are You Even Focused?

The Sales Hunter

Prospecting for sales is hard enough, but it’s made even harder when the strategy being used is either based on hope — or worse yet something like spraying and praying. I talk a lot about the need to have a very clear sales prospecting process.

Sales Prospecting: Less is More!

The Sales Hunter

Recently I was talking to a salesperson about their sales prospecting process. One of the questions the person asked me was how many people should he be trying to prospect at one time. They think if 30 prospects are good, then 300 would be really good.

3 Times You Should NOT Maintain Eye Contact With The Prospect

MTD Sales Training

Sales training 101 teaches that you must always maintain eye contact with the prospect during a sales interaction. In fact, there are three times during the sale when you do NOT want to look the prospect in the eyes. Once again, you want the prospect’s attention to be on the material.

Yes, You Can Make Prospecting Calls Between Now and Dec. 31

The Sales Hunter

I’ve found the last two weeks of the year can be great for prospecting if you do it with the right attitude. Developing prospects: These are prospects you’ve been trying to get to buy but who have yet to make a decision. Copyright 2012, Mark Hunter “The Sales Hunter.”

7 Sales Prospecting Ideas That Work | Sales Motivation and Sales.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 7 Sales Prospecting Ideas That Work. Feb 27, 2012. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. If you aren’t positive about both yourself and what you sell, then how do you expect anyone you meet to even think about being a prospect? prospect. About.

Speed Dating with Your Prospects

The Sales Hunter

Most salespeople – and I’ll put myself in this group – set aside time during the week to make prospecting calls, including following up on leads, etc. To use these small windows of time to your advantage, do what I refer to as “speed dating with your prospects.”

How to Get Your Prospects to Call You Back

No More Cold Calling

This blog headline, “How to Get Your Prospects to Call You Back,” nearly sent me screaming out of my office. Getting prospects to call you back is deceptively simple. Your Referral Source talks to your sales prospect and gets agreement to meet with you.

Spraying and Praying is Not Prospecting

The Sales Hunter

To be successful at sales prospecting, you have to have a plan. Far too many salespeople have the belief that if they just throw enough stuff out there, spend enough time doing what they think is prospecting, then they will be successful.

Cheap Prospects Equal Cheap Customers

The Sales Hunter

Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Doesn’t it make sense that cheap prospects would naturally become cheap customers? Copyright 2012, Mark Hunter “The Sales Hunter.”

What To Do When The Prospect Wants To Engage In Sensitive Talk Like Politics or Religion

MTD Sales Training

Often you get that prospect that wants to get you into a conversation about a sensitive issue such as political beliefs or theology. It does not matter if your personal views on such issues are the exact opposite of the prospect’s, or if they align perfectly.

Heavy Hitter Sales Blog: Top 7 Critical Sales Trends for 2012

HeavyHitter Sales

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Closing Techniques Using Sales Linguistics » January 01, 2012. Top 7 Critical Sales Trends for 2012. Top 7 Critical Sales Trends for 2012. What are the top sales trends for 2012?

If In Doubt, Make the Call! Sales Prospecting Strategies that Work!

The Sales Hunter

It’s time to put to rest the belief that unless you know exactly what it is you want to say to a sales prospect, you should not call them. The problem I have with this is that far too many people use it as an excuse to get them out of making sales prospecting calls.

Prospecting Emails that Suck

The Sales Hunter

” If you’re going to prospect via email, don’t go putting out an email that says “just checking in.” One thing that is imperative in all email prospecting campaigns is to have the prospect receiving information they will find of value.

Best Way to Help Prospects Find You

Fill the Funnel

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. The most effective way for you as an individual sales person to get on the radar for your prospects is via your LinkedIn Profile. You need to be visible to your prospects.

Sales Prospecting in Two Easy Steps

The Sales Hunter

The number one issue people have in sales is sales prospecting — trying to find new customers. With that said let me break down into two easy steps everything I’ve ever taught others or done myself with regard to sales prospecting. Step 2: Engage the prospect. Email is a great prospecting tool, but only when it is used as a tool. Don’t use it as your only prospecting tool. There it is: Sales prospecting in two easy steps.

Is The Prospect Happy With Their Current Supplier, Or Just A Comfortable Old Shoe?

MTD Sales Training

Prospective buyers are quick to boast about how long they have been working with your competition. The, “I am happy and satisfied with my current supplier…” objection , has and still plagues sales people.

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4 Powerful Methods to Keep Deals from Stalling

Smart Selling Tools

Tweet The ultimate, and certainly the most desirable goal for any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. Your confidence is soaring and you are positive the prospect is feeling the same sense of excitement.

How To Prospect On LinkedIn Through Your Connections

MTD Sales Training

So how exactly do you prospect on LinkedIn ? But these connections might not be potential prospects for you, so how can you get to the key decision makers who you really want to engage with? It quite literally is a prospecting power tool…in the right hands.

Sales Prospecting Made Simple in 2 Easy Steps

The Sales Hunter

Yes, sales prospecting can be made simple in 2 easy steps. First step is to schedule time on a regular basis to prospect. Second step is to follow-up on those people you initially prospect. This means actually contacting prospects, not merely doing research on who to contact.

The 5 Essential To-Dos for Every Inside Sales Leader

Smart Selling Tools

With new terms like “sales stench” (when a cold call is so trite and annoying that the prospect can smell the spiel coming through the phone), to new ideas that-even if a little sarcastic-just might make a lot of sense (like using emoticons to indicate forecast probability).

Sales Prospecting Plan — Does Yours Work?

The Sales Hunter

How is your sales prospecting plan working for you? Unfortunately, this exemplifies the expectations of too many sales prospecting plans. How much time do you spend each day/week in the actual activity of interacting with prospects?

Prospecting Sales Leads: Quantity vs. Quality?

The Sales Hunter

Where are you getting your prospecting sales leads? I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity. The challenge is in knowing what is a quality prospecting sales lead. First, create enough awareness with the prospect so they know who you are and how you can assist them. Let me share with you what I believe is the secret sauce in finding quality prospecting sales leads.