Sales Prospecting: Fill the Funnel with Real Sales Opportunities

Sales Benchmark Index

Article Sales Strategy SBI on Demand sales prospecting

The Secret to Creating Content Your Prospects Crave

Sales Benchmark Index

Article Marketing Strategy buyer preference content guide content marketing content messaging

Trending Sources

How Social Prospecting Helps Forecasting

Sales Benchmark Index

Your team needs to take more responsibility setting appointments with prospects. The number one way teams are doing this today is through Social Prospecting. These 5 Steps to Social Prospecting will help get the ball rolling. Manage the Large Pool of Prospects.

20 Questions that Turn Cold Prospects Into Loyal Customers

Keith Rosen

Proposal submitted, follow up done but no response from the prospect. Since 55% of selling time is wasted on unproductive prospecting, here are 20 questions that prevent prospects from going MIA, increase sales and keep you focused on the right opportunities to prevent sales frostbite.

Social Media vs. Traditional Prospecting: Which is More Effective?

The Sales Hunter

Along with the emails are the numerous articles on the web about how old school […]. Blog Breakthrough Sales University Cold-Calling Consultative Selling Phone Sales Tips Professional Selling Skills Prospecting breakthrough sales university phone sales tips phone tips prospect prospecting selling skills Every day I get minimally 3 – 5 emails from people proclaiming to me how effective their social media plan is for getting new customers.

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

They may cherry-pick the prospecting visits they make, and come up with their own ‘gut’ assessment of how qualified a prospect is rather than asking the tough questions every time. This leads to missed opportunities, and wasted time selling to un-qualified prospects. .

Sales Teams Need Face Time—with Prospects and Each Other

No More Cold Calling

A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. Read the rest of McNulty’s article for more.).

Guest Post: The Prospecting Rut

Jonathan Farrington

No doubt about it, prospecting can sometimes get boring, and certainly depressing. It’s time to change up your prospecting approach with some different personal attraction strategies. Get prospects to notice you. Warm up your prospects so they’ll want to take your call.

Why a LinkedIn Article Went Viral(30k views) and Another Didn't

HeavyHitter Sales

  This is the story of two very similar LinkedIn articles. However, one article went viral and was viewed over 30,000 times while the other was seen by 1,000.   The 1,000+ Views “Traditional” LinkedIn Article.     THE VIRAL ARTICLE EMPLOYED A “COWCATCHER”.

It’s True, EVERY Prospect is Unique

Jonathan Farrington

Yes, it is most definitely true, every prospect and customer is indeed unique. As I suggested in an article many years ago … “ It is important to remember that all people are different, so you cannot sell the same way to everyone. Finding out the prospect’s requirements.

Combo Article Friday - Finding New Business and Sales

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire.

Top 5 Reasons Sales Prospects Ask for References

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Everything is going along great, your prospect seems quite interested, they''ve agreed with your points, accepted your pushback, you got them qualified and you''re heading for the home stretch. Do you know why prospects ask for references?

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.

Develop a Godfather Offer Prospects Can’t Refuse

Sales Benchmark Index

Article Marketing Strategy campaign offer development campaign planning campaign strategy godfather campaign offer godfather offer marketing strategy

5 Sales Prospecting Lessons from Super Bowl XLIX

Score More Sales

What 5 sales prospecting lessons can we take away from the big event? If there was no discussion, articles, videos, controversies – and then game day just happened two weeks later, it would be less exciting. It seemed like Super Bowl Sunday would never arrive, remember?

Sales Prospecting: Is Cold Calling Dead?

Customer Centric Selling

Sales Prospecting: Is Cold Calling Dead? Many prospects that have answered cold calls probably hope the rumor is true and are actively trying to spread it. attempts to reach executives while at the same time discovering that few sellers made more than 3 attempts to contact prospects.

The Sales Challenge of I Need Prospects

Increase Sales

A while ago I wrote an article, 7 Top Tips to Car Salesman’s or Saleswoman’s Success , for salespeople who sell cars. When those who sell cars for a living read this article, they may click on a link and receive the opportunity to be added to one of my lists.

10 Reasons Why Prospects Don’t Make the Best Choices

Smart Selling Tools

” Heck you’ve probably encountered any number of prospects who suffer from the malady. The question has to be asked, “If prospects are so smart, why don’t they make the best choices?” 6 Prospects don’t know what they want.

Sales Training Article about Taking the Path of Least Resistance

Customer Centric Selling

Sales Training Article: Taking the Path of Least Resistance. By that I mean their entry points within prospect organizations are low, but willing to talk with them. Reactively when prospects contact a vendor or a seller. If prospect companies aren''t looking, there''s no budget.

5 Effective Sales Prospecting Techniques You Should Be Using

Hubspot Sales

Though many salespeople despise prospecting, it’s an important part of sales. This is the only way to prospect efficiently so that you don’t waste your time on unqualified leads that aren't suited for your product or service. Sales Prospecting

Stop “Closing” Your Prospects! Instead, Ask Them For The Next Step (Checklist)

Sales Hacker

In plain sight – there’s prospecting going on like crazy, referrals being asked for, value-building, and do I dare say closing? Then stop doing it to your prospects. We forget that by investing in the relationship, and by uncovering the true needs of our prospects, we are earning the right to ask for the business. Don’t “Close” Your Prospects: Move Them to the Next Step. Ask Questions That Move Your Prospect Forward. Sales Process Articles

How Social Prospecting Helps Forecasting

Sales Benchmark Index

Your team needs to take more responsibility setting appointments with prospects. The number one way teams are doing this today is through Social Prospecting. These 5 Steps to Social Prospecting will help get the ball rolling. Manage the Large Pool of Prospects.

7 Articles to Boost Your Sales Success With Buyers

The Sales Hunter

In recent blog postings, I have talked a lot about sales prospecting. I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments.

Sales 38

All-Time Top Kurlan Sales Article

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As promised for today, I'm revealing the single article, from among my former 999 blog articles which my readers voted "best", to be my 1,000th post. Many people are not going to like this article.

“You Should Have Seen It Coming”

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy ceo Lead Generation prospecting

Prospecting Gets A Fresh New Look

Fill the Funnel

Prospecting is a topic that every sales organization should be talking about every day. It has been the core focus of my entire sales career, so when I am introduced to an author and a book about sales prospecting and new client acquisition I will be eager to dive in. New Sales.

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts


Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Ninety-Nine Tips for Prospecting SMBs. In this free download from Radius, 24 sales industry experts weigh in on how to master prospecting.

Something in Common: The Key to Connecting with Your Sales Prospects

No More Cold Calling

Read the rest of the article.) With a few clicks of a button, we learn all about our prospects—both personally and professionally. Want prospects to like you? Your birthday, favorite sports team, or hometown could help you seal the deal. My birthday is January 19. When is yours?

Sales Training Article about Knowing Your Competition

Customer Centric Selling

Sales Training Article: Who''s Your Competition? The good news is they got to add prospects to their pipelines (albeit for a short time). Read more sales training articles from CustomerCentric Selling® - The Sales Training Company

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

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. 7 Sales Prospecting Ideas That Work. 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.

Quit Chasing Every Customer!

The Sales Hunter

Check out at this link a great article by Benjamin Zhang at Business Insider regarding […]. Blog pricing Prospecting high-profit prospecting price prospecting sales prospecting

Top 10 Indicators That You Have a Trustworthy Sales Prospect

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan When we discuss trust, it''s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn''t trust you.

18 Empathy Statements That Put Your Prospect at Ease

Hubspot Sales

They’ll show your prospects you’re more invested in their interests than closing a deal -- and that’s what will set you apart in today’s competitive sales landscape. Your prospect may work with someone who’s championing another company. But step into your prospect’s shoes for a moment.

My Top 14 Articles on More Effective Sales Cold Calling

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I posted this article about why sales cold calling is so bad. I've written a lot of articles about cold calling more effectively, so I have linked to fourteen of those articles below. As long as we are talking about books on selling, these are links to articles on my Baseline Selling site which provide instructions for making more effective cold calls : Saying Hello. Getting Your Prospects' Attention.

Sales Article: How to Gain Access to Key Players

Customer Centric Selling

Sales Training Article: How to Gain Access to Key Players. Often-inbound inquiries aren’t yet buying cycles when you apply the first core concept of CCS®: No goal means no prospect.

Sales 19

Mastering Tools and Methods of Prospecting Success #webinar

The Pipeline

Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career. Proven method for successful B2B Prospecting. •

What CEO's and Sales Leaders Care About the Most - Are They Trends for 2017?

Understanding the Sales Force

I reviewed the 88 articles I wrote in 2016 (nearly 1,600 articles on the Blog) and was surprised to discover what I wrote about the most. Then I listed and linked to the 3 most read, most shared and most commented articles. Image Copyright: 123RF Stock Photo.

2017 Social Selling App and Article Roundup #6

Adaptive Business Services

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Articles. For some time now I have been curating “Ultimate Guide” articles. How to Prospect on LinkedIn.

In Sales 3 Is No Longer the Magic Marketing or Prospecting Number

Increase Sales

Somewhere along the annals of history salespeople also became mesmerized by this number especially when it came to marketing or prospecting. After three attempts to contact the sales lead (prospect) all activity stops and the salesperson looks to the next “hot” sales lead.

“Dear Occupant Or Current Resident….” More Horrible Prospecting

Partners in Excellence

I’ve decided to write a periodic series about bad prospecting letters. Fortunately, Outlook does a pretty good job a sending them to SPAM, so I don’t have to deal with the “I’m following up with the terrible prospecting letter I sent last week with another terrible letter.” This series, will focus on bad prospecting letters from people who should know better. You can read that here, “The Perfect Prospecting Letter (???)”