2014 Prospecting Selling Skills Tools 
The Sales Hunter
MARCH 6, 2014
Maybe it’s not LinkedIn that stinks, but rather it’s people who use LinkedIn that stink, especially when it comes to prospecting. Today it’s all about building a network with tools such as LinkedIn. If you want to use LinkedIn as a prospecting tool, that’s fine but do it right. Linkedin stinks!
Understanding the Sales Force
JULY 10, 2014
Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! The biggest changes since our original set of 21 Core Competencies in 1994 are the inclusion of categories that compliment our dashboards as well as the inclusion of Sales Posturing and Social Selling. They are marketing themselves.
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The Sales Hunter
NOVEMBER 19, 2013
The pool of prospects next year is going to grow. There will be more prospects than ever, and the good news is more of them will actually buy. The internet continues to open up new areas and this means prospects can come from more places. Prospects are going to engage you later than ever in the process.
SBI Growth
SEPTEMBER 6, 2013
Provide the right processes, tools, structure and guidance to best deliver revenue. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.” Do they focus on skills that align with having a deep knowledge of the buyer? Does it require social selling skills?
SBI Growth
AUGUST 22, 2013
Read on and you''ll be ready to Make the Number in 2014. Analysis - the candidate studies the data provided, does independent research and determines the prospect''s needs. If appropriate, this may include a business impact analysis and cost justification to demonstrate analytical skills. Sales can learn a lesson here.
SBI
JUNE 4, 2014
Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.
Platinum Rules for Success
DECEMBER 26, 2018
You can be well prepared with information and sales tools, but if you are not in the appropriate frame of mind, or if you do not appear professional to the buyer, you might not get the sale. Targeting explores the markets or groups you may target as prospective buyers. Goal: to be ready to do your job well. Follow Jim Cathcart.
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