How to Construct the Perfect Target List

Sales Benchmark Index

Answering the following questions enables companies to create valuable ranked prospect lists. It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch.

How to Construct the Perfect Target List

Sales Benchmark Index

Answering the following questions enables companies to create valuable ranked prospect lists. It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch.

Trending Sources

3 Mistakes People Make When Prospecting with Email

The Sales Hunter

Something you must keep in mind when prospecting by email is that the percentage of emails that are read on either a smart phone or a tablet is staggering and increasing each year. Construct the email with a single point.

It’s Not My Job To Teach You How To Prospect Me!

Partners in Excellence

I’m oddly drawn to really bad prospecting–particularly from companies selling tools or services to help sales people prospect. But I’m obsessed by really bad prospecting. Most people would see a bad email title, or read the first couple of sentences of a poorly constructed email and either trash or Spam it. I do that with the “normal” bad prospecting. ” But really bad prospecting sucks me in.

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.

Marketing, Sales, and the Power of the OOCH

Smart Selling Tools

As I read both books, I asked myself what they tell us about how and what our prospects go through when they make decisions (either to believe in an idea, or to make a change). Consider asking a prospect to buy your product, in this example, an expense reporting tool.

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The Secret Path to Successful Sales Calls

Smart Selling Tools

How do you lead each conversation so the prospect will want to continue the sales journey with you? Did you first think through the key sales messages and the best way to communicate them to prospects? It is equivalent to using a magnet to find true-north on the prospect’s compass.

Are You Finally “warm”?

Cold Calling Results

He wanted to know the best way to handle them: “These prospects have had 3 postcards from us already this year…. Here are at least six scenarios that I can easily envision happening when prospects receive marketing postcards: Scenario #1: Prospect’s assistant throws postcard out without reading it. Scenario #2: Prospect’s assistant reads postcard and files it somewhere. Scenario #3: Prospect throws postcard out without reading it.

The Sales Leader’s Problem Solver with Suzanne Paling

Igniting Sales Transformation

For example, your reps aren’t prospecting as expected. . Clients include product and service firms in the manufacturing, software, publishing, distribution, medical, and construction industries. In […] blog Featured Story hiring Prospecting sales sales management

My Clients Want to Work with Me Not the Queen’s We

Increase Sales

This week in speaking with a colleague she shared some constructive criticism of her website specific to the use of “I” and not the Queen’s We. The person offering the constructive criticism appeared to lack knowledge of her industry as well as her role as a sole-proprietor.

Hey, Now, Just Who’s Qualifying Whom Here?

Sales and Management Blog

Recently I wrote an article titled “How to Take the Sting Out of the Price Question Early in the Sale.” In the course of the article I argued that it is natural for a prospect to ask about price–and often to do so too early in the sale, before the seller has had an opportunity to create real value for the prospect—because price is one of the factors prospects use as they seek to qualify the seller and the purchasing opportunity.

Top Ten Characteristics of Top Sales Producers (Part Six)

Inside Sales Training Blog

Unfortunately, most sales reps are in a tremendous hurry to get their pitch out and so they treat many prospects as an obstacle to go through to get a sale. Here are some tips on how to build rapport during all three stages: 1) On the prospecting call.

How Sales Enablement is Bridging the Gap Between Sales and Marketing


There are only so many qualitative anecdotes a sales team can report back that will be constructive to a business strategy. It happens all the time: Two people have a single conversation and walk away with wildly different interpretations of what they’ve just experienced.

Stop Nurturing Me!

Partners in Excellence

Everyone is trying to nurture their prospects and customer. Ideally, nurturing programs are constructed to provide helpful information just when the customer is seeking that help. Communicating Customer Experience Future Of Buying Marketing Prospecting

Book Review: Make It All About Them

Sales and Management Blog

The most comm on misconception about the sales presentation is that the prospects want to hear about us, the company presenting: our size, our clients, our products, our people, and our awards. What we believe should be important to the prospect, not what is important to them.

Voice Mail As A Differentiator

The Pipeline

They spend time and effort to meet a social norm and construct not of their own making or choosing, all in an effort to fit in and not be different from the herd perusing the same prospect. By Tibor Shanto – .

You Sell as a Peer

The Sales Blog

The prospect of dealing with another salesperson who doesn’t create enough value to be worth their time doesn’t excite them. A peer isn’t afraid to engage in constructive disagreements. Value Build Consensus equals Level Four Value Creator peers Prospects Risk

The Sales Magnet by Kendra Lee

The Sales Hunter

Prospecting is without a doubt one of the hardest parts of the selling process. If you happen to work for IBM or any other large company, then prospecting is certainly a lot easier thanks to the name recognition and the amount of money large companies like IBM spend on advertising.

A Sermon on Selling: The Sin of Hearing Without Listening

Sales and Management Blog

We wicked sinners must beg forgiveness and change our sinful ways if we want to build sold relationships with our prospects and have them sign those sacred documents, our contracts. Just as the wages of sin is death, the wages of not listening to our prospect is the equivalent of death in sales—no sale. We have to force ourselves to listen to the meaning of our prospect instead of reading into their statement what we want to hear.

Have My Robot Talk To Yours!

Partners in Excellence

The only useful ones are from our city government informing me of road construction/traffic delays, or our garbage collection company, informing us of a shift in the pick up schedule. Sales people struggle to capture the time and attention of their prospects.

You May Wish to Add this to Your Sales Fact Finding Process

Increase Sales

This process usually involves asking open ended questions as well as doing some research before actually meeting with the sales lead or prospect. Yet one area that is often overlook is the “social history” of the prospect’s organization. A new seller would look to not only how did other firms connect with the prospect, but who else does he or she know at the existing firm. Most sales training programs look to the sales fact finding process.

March Sadness

The Pipeline

Sure everyone has a strategy, but your architects aren’t gonna build your building, you need construction guys to do that, with their tactical plan and skill to translate the architect’s output to a viable structure. By Tibor Shanto – .

Quota 44

CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

Stand up and battle constructively with an eye toward solving problems. The lowest hanging fruit today is Social Prospecting Tools. In today’s buying process, prospects are highly influenced by peer referrals. Increase sales prospecting effectiveness.

Most Market Share Battles Are Lost, Not Won


I met with a prospect yesterday. They have a great product for the industrial marketplace (construction, mining, etc.). Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies.

Say Farewell Forever to Cold Calling


It’s been over 40 years since I replaced old-fashioned prospecting grunt work for a 100% measurable way to attract a predictable, reliable stream of ideal clients. Don’t rely on hope, networking or prospecting grunt work to get customers through your door or to your website.

The 5 Immutable Laws of Selling

Smart Selling Tools

It is constructed of points and planes of dimensional perspective. What really matters, is that it will provide your prospect with a substantial and tangible result of either realizing a gain, or avoiding a loss – the impetus for change.

Overcoming Rejection is a Key to Success in Selling

Sales and Management Blog

Worse, once you get the opportunity to get in front of a prospect, the “no’s” continue to come. You answer the prospect’s objections–and you get your no. The prospect agrees to purchase IF you can do this or that, usually something out of the ordinary. Sometimes you feel that you not only have to fight prospects, but your company also. Secondly,our prospect can read the defeatism in our voice and body language.

It’s Time We Get Right with Our Words

Sales and Management Blog

Almost every sales seminar or workshop I go to and the majority of sales books I read at some point talk about the need to address the prospect’s or client’s emotional side; that sales, all sales, are at their heart emotion based decisions. And with that statement, for many the doors to manipulating the prospect are flung wide open. A course in logic can help attune you to how easy it is to go awry when constructing an argument.

Book Review: Principled Selling: How to win more business without selling your soul

Sales and Management Blog

We sellers talk about them, we proclaim we exhibit them in our personal and professional life, and we bombard our prospects and clients with the claim that we epitomize them and they can, thus, trust us without reserve. To a great extent prospects have heard these claims so often and so loudly that the integrity and ethics of salespeople are a running joke. For many as soon as a seller says they can be trusted the prospect expects to get screwed. Ethics. Honesty. Integrity.

Results of the 2011 Richardson/McCord Training Social Media in Marketing and Sales Survey

Sales and Management Blog

The lesson here: be extremely careful as there are many who know little more than how to construct a tweet who are anxious to take your money. By far the most use salespeople and companies are getting from social media is in the area of prospecting–finding new prospects to contact using traditional means, not in making sales. business lead generation management marketing Personal Marketing prospecting sales Sales 2.0

Mining Your Single Most Valuable Businss Building Asset

Sales and Management Blog

Taking the time and effort to keep in contact with past clients will grow your business through new direct sales to the client and generating referrals to qualified prospects. However, constructing a campaign using a combination of these methods could be a very effective program. From a business generation perspective what is your most valuable asset? The telephone? Your computer? Your advertising budget?

DOing vs. BEing: creating rules that put customers first

Sharon Drew Morgan

When companies construct internal rules that are juxtaposed with customer needs they ignore the consequences. For each customer who doesn’t feel fairly treated, companies lose unknown-hundreds of prospective clients for an uncertain time moving forward.

Smart Marketers Acting Stupidly

Partners in Excellence

This email(s) list, clearly was purchased from one of those companies that scrapes the web for names, decodes a company’s email format, and constructs lists that are largely fictional. All in all, a well constructed letter.

ACT 26

Why Your Focus on Quota is Killing Revenue Growth

Smart Selling Tools

The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. Studies of B2B sellers have shown that on average only 35% of this time is spent communicating with prospects. Most organizations live and die by quota.

Quota 131

The One Thing You Cannot Skip When Hiring an ‘A’ Player

Sales Benchmark Index

It will enable you to construct and use a scenario in your interviewing process. It must contain a minimum of 5 sections: Background of a typical prospect or company your organization calls on regularly. Prospect/Customer Facts. It’s that time of the year.

Three “Lies” That Plague B2B Businesses Today (Part One of Three)


If cold calling and proactively targeting ideal profile prospects is truly dead, then why are my clients having so much success creating NEW opportunities and CLOSING new deals from their personal prospecting efforts? Emails sent to me oblivious that I’m not a prospect. I will admit that there are now other channels to get to customers, the most notable being any number of well-constructed, funded, staffed, and executed social programs. Cold calling is dead.

The Greatest Barrier to Sales Success Is?

Jonathan Farrington

You may also have heard that selling is not something a salesperson does to a prospect. Selling is something you do with the prospect, in a process of discovery and interaction. Either (a) accept your “ I am ”image or (b) decide on attainable, constructive steps to achieve “ I should be ”in the future. Before I sell my prospect what my prospect buys, I must first see my prospect as they see themselves.”?.

Reflections on 2013: Social Proof, Quota Killers, Failing CRM, and Recommendations

Smart Selling Tools

The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. Your prospects can’t be sure whether they’re the only sap that’s accepted your phone call, or signed up for a trial.

Quota 111

The Six Skills of Great Sales VPs

Sales Benchmark Index

He is getting in front of prospects and valued customers. From this, gaps are identified and a training program is constructed. Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold.

Book Review: The Key to the C-Suite

Sales and Management Blog

These metrics are going to be the featured topics throughout the book as using these to find the prospect’s pain and then to create a solution that will address those pain points. From Nick’s point of view selling at the C-level is in essence determining one’s value to the executive as defined by how you can impact those problem metrics and then how to construct a case that will demonstrate how your solution will move the metrics in the direction the executive wants to see them move.