Expert insights. Personalized for you.
The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day. Building networks of people that will help you get in the door with prospective customers is going to be huge in the future of business development as cold technique ROI continues to dive. The conversion rates are completely different. Cold prospecting gets harder every day. MORE
That’s because when you ask the right questions, it ignites meaningful conversations--this is what we’re after when we make cold calls or “elevator pitches.”. Of course, you need to define your value proposition first before you come up with a good and logical question that will persuade your prospects to agree to a meeting. It also incites conversations that can tell you what these potential clients’ problems are, and what kind of solutions they’re looking for. MORE
Why should company interactions with current and prospective customers or clients be any different? In his book, “Conversation Marketing: How to Be Relevant and Engage Your Customer by Speaking Human,” Lund explores key principles that are critical for driving the more evolved conversation marketing approach, which can help companies amplify results on multiple fronts. Are they adding to the conversation? MORE
From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. The Complete Prospecting System. MORE
In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor. Highly effective salespeople do this through the art of asking great sales questions and not fearing the outcome if they challenge a prospect’s statement, or question, in order to gain clarity. Qualifying skills qualifying prospects salespeople sales management sales advice consultative selling MORE
Sure, there are broad concepts like conversion, and engagement, phrases we all use when we want to pretend, we are all talking about the same thing, but few follow through to completion. By ‘appointment”, I mean that a prospect has clearly committed time and attention to listening to you, your reason for wanting to speak; giving you the opportunity to move a qualified opportunity to the next step, in most cases, Discovery. By Tibor Shanto. MORE
This is what happens when sales conversations commence with a boring introduction. People repel to uninteresting sales conversations; they find interruptive, infuriating, and a waste a time. Only 31% of salespeople converse effectively with senior executives. MORE
With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity? In a previous video, I shared what you can do before a conversation to help the buyer be ready and have expectations for the experience. And there are actions we can take before the conversation to make sure that we get those increased probabilities. MORE
One single conversation starter can help you close more sales. In this video, you’ll learn exactly how to start a conversation with any prospect. The post Best Way to Start a Conversation in Sales – The Single Best Way to Start a Conversation with Any Prospect appeared first on Sales Speaker Marc Wayshak. Blog Best Way to Start a Conversation in Sales Selling on Value MORE
But first, you have to break through the noise, capture their attention, and create conversations with them. Sales Process Sales ProspectingAs a seller, you’re trying to build relationships with potential buyers. People buy from people they know, like, and trust. MORE
If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. Far too many prospecting events are nothing but a bunch of salespeople hanging out together trying to sell each other. The issue I have is that networking by nature operates on a different timetable than prospecting. MORE
Your success in prospecting is not going to be based solely on the app or hack you buy or download and spend too many hours learning how to use. Your success is going to be based on the conversations you have with prospects. Blog Professional Selling Skills Prospecting Sales Motivation apps prospect prospecting sales motivation sales skills selling skills success MORE
4 Ways Tech Can Support Sales During Conversations (Not Distract). Now that sales conversations have evolved, and gone more and more digital, there are dozens of types of technology that can support us and make our conversations even stronger. MORE
You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. Conversations without pitching—just full-on caring about the other person. MORE
Sales Prospecting Selling ToolsRecently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale business presentations into visually engaging stories." That's why I asked him to share his thinking with you. MORE
You’d like to appeal to the prospect so they’ll take your call. Here are five examples of how NOT to start a sales conversation : sales conversations stop selling & start leading DISCOVER Questions™ cold callingYou’d like to open the sale. MORE
A few weeks ago, I received a prospecting email that contained over 15 different links. Your focus while prospecting is on uncovering a need and creating confidence. Not only am I anti-presentation in the prospecting phase, but I have a strong distaste for formal sales presentations at any time during the selling phase. There is ZERO reason to do a presentation in the prospecting phase. Prospecting is about creating an engaging conversation with the prospect. MORE
Prospecting does not have to be painful nor does it have to be as hard as you think. The first rule is to make every conversation one where you earn the right, privilege, honor and respect to meet with that person again. Sales and prospecting is not a slimy or ugly activity like some people describe it. I count prospecting and sales as an honor. When you prospect with integrity, you’ll gain customers who have integrity. MORE
If you are in sales, you are also in prospecting. Getting in front of the right buyer is critical for sales success, yet many sellers struggle to maintain and leverage a consistent prospecting regimen. This webinar will show you: why reps are reluctant to prospect; how to help them overcome this reluctance; a proven process for prospecting success; how to deal with email and voicemail; and a means of creating sustained change behaviors in your team members. MORE
In this compelling conversation, he convinced me to believe. There is a major parallel between prospecting and leading. When prospecting, you have to make people see things that they might not otherwise see. Great leaders don’t hesitate to ask tough questions or have engaging conversations, if they know it’s necessary. Those good at prospecting do the same thing- they ask tough questions and create engaging conversations. MORE
Last September, I was invited by the Institute For Excellence In Sales in Washington DC, to present and discuss our approach to Proactive Prospecting. Continuing with the theme of the day: Proactive Prospecting, we explored the many myths and realities of B2B prospecting today. The post Proactive Prospecting Goodies appeared first on TiborShanto.com. 01 - Prospecting cold calling execution Prospecting Selling to Executives Tibor ShantoBy Tibor Shanto. MORE
Take telephone prospecting, yes cold calling, certainly a real and often emotional thing for all involved. I am conduit to best practices, and as a result, can help prospects even before they commit to my programs. Now if you don’t have that core belief, the belief that you can help your clients, you are going to have difficulty prospecting, which equals difficulty selling. What’s interesting is why people lack the belief that they can help their prospects. MORE
The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. Time and stacks will not change the fact that features are the enabler, but salespeople need to go beyond that and be conversant with what these things enable for the client. Our prospects’ buyer’s objectives and requirements are the common and crucial factor. By Tibor Shanto. MORE
You should never be surprised by routine objections , concerns, and challenges in the sales conversation. The fact that you hear the same objections from different clients, during different stages of the sales conversation, should motivate you to design and prepare effective talk tracks. MORE
Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” So what does it take to successfully prospect? As I’ve worked with thousands of salespeople and written the book, High-Profit Prospecting, I have narrowed it down to what I like to call the “10 Keys to Prospecting”: Check out the video where I discuss these 10 keys: 1. Have a dedicated time on your calendar to prospect. MORE
Recently, I was interviewed by Mark Di Somma about my new book, High-Profit Prospecting, and what it takes to be effective in sales today. Here are some highlights from our conversation: 1. Blog Prospecting high-profit prospecting prospect prospecting sales prospectingSalespeople are increasingly frightened of being rejected. That’s why you see them opting for social media, email and other forms of communication that […]. MORE
Based on the conversations people are looking to have, it is hard to believe that cold calling is dead. The post The Opportunities Of Prospecting – Podcast appeared first on TiborShanto.com. 01 - Prospecting execution how to sell better podcast Prospecting Tibor ShantoBy Tibor Shanto. I had a thoroughly enjoyable time with. Boštjan Bregar is the CEO and co-founder of Loop Email. There are a number of nuggets, and sometimes listening is as good as reading. Enjoy! MORE
Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. As a bonus, your prospects/customers will help you sell your next deal without them even knowing or caring. Refining how they prospect and conduct discovery. The goal is to lead the conversation in a way that uncovers the buyer’s true objectives. That will involve letting your prospects train you. Train The Prospect. MORE
It’s the customer who has done their homework and research, and it’s they who set the rules for the conversation. So, now that product knowledge is not the main concern of the prospect , how can you still control the conversation so you are taking it in the right direction? The truth is that you can control exactly what happens during the conversation through the type and quality of the questions you ask. Prospecting essential selling skills prospecting skills MORE
Recently, I was reading a particularly vile conversation thread. The reactions did nothing to illuminate or expand the conversation. They simply were a death spiral of “I’m right, you’re wrong, you are a clueless jerk, you are one of them……” It seems most conversations I see follow this trend. As the “conversation” progresses, positions get hardened. Curiosity was completely absent from the conversation. MORE
There are a lot of things sellers say in the course of telephone prospecting. One way is to actually use a script, yes, script, maybe it would help if we called it a plan you can follow to ensure success in an endeavourer, in this case engaging with a potential prospect. One reason to have a script is to ensure that What you say in the call is always tied to a Why, a Why for the prospect, and from the prospect’s perspective, not yours. MORE
If we believe that our job is to be a guide or a leader to help our buyers or prospects work through an information exchange to confidently make a decision or take action, that remains true. So, what does need to change for more successful virtual sales conversations? We’re going to break this into different tips for before the conversation, during the conversation, and following the conversation. We’re letting them know that this is still a conversation. MORE
There are very few who would argue that B2B sales hasn’t undergone a radical change, especially when it comes to consultative selling , where two of the primary variables to success is providing the context that would help a prospective client see something invisible to them and the advice as to what they should do to produce better results. We sometimes forget that selling is a series of conversations. Early Stage Conversations. Middle Stage Conversations. MORE
Every prospecting call needs to be maximized, while the prospect may not be ready, they have a network of customers and suppliers who may be, or may have asked for or welcome a recommendation from their network. Moving To Conversation. The post Maximize Every Prospecting Call appeared first on TiborShanto.com. 01 - Prospecting cold calling Prospecting prospecting tips VideoBy Tibor Shanto. MORE
If you’re just getting started with developing a prospection motion, you might be wondering how to get your buyer’s attention and create conversations with them. If you want to be successful in creating new conversations, you need to start with a strong Attraction Campaign. MORE
We all wish every lead turned into a great prospect and in less time. Here are 10 things you need to do to prospect faster: 1. Use this list to as a guide as you prospect. Block enough time in your calendar to both lead development phase and qualify the prospect. The number you want to focus on is your number of qualified prospects. The single biggest driver in accelerating prospecting is the ability to establish trust with the prospect. MORE
Most sellers will tell you that creating conversations with prospects is critical to greater success in sales, but the dynamics of how to do it can be baffling. MORE
There are a lot of blurred lines in business and sales, leading to blurred conversations, and longer sales cycles. One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. You need to accept that prospects are not buyers, which is a good thing for us. Prospects are entirely different than buyers. By Tibor Shanto. MORE
The Pipeline
SEPTEMBER 2, 2020
From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. The Complete Prospecting System.
The Pipeline
JULY 16, 2019
The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. Time and stacks will not change the fact that features are the enabler, but salespeople need to go beyond that and be conversant with what these things enable for the client. Our prospects’ buyer’s objectives and requirements are the common and crucial factor. By Tibor Shanto.
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The Sales Hunter
NOVEMBER 14, 2017
Your success in prospecting is not going to be based solely on the app or hack you buy or download and spend too many hours learning how to use. Your success is going to be based on the conversations you have with prospects. Blog Professional Selling Skills Prospecting Sales Motivation apps prospect prospecting sales motivation sales skills selling skills success
The Pipeline
AUGUST 18, 2015
If you are in sales, you are also in prospecting. Getting in front of the right buyer is critical for sales success, yet many sellers struggle to maintain and leverage a consistent prospecting regimen. This webinar will show you: why reps are reluctant to prospect; how to help them overcome this reluctance; a proven process for prospecting success; how to deal with email and voicemail; and a means of creating sustained change behaviors in your team members.
Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab
Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.
Sales 2.0
FEBRUARY 21, 2020
The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day. Building networks of people that will help you get in the door with prospective customers is going to be huge in the future of business development as cold technique ROI continues to dive. The conversion rates are completely different. Cold prospecting gets harder every day.
RAIN Group
JANUARY 13, 2021
But first, you have to break through the noise, capture their attention, and create conversations with them. Sales Process Sales ProspectingAs a seller, you’re trying to build relationships with potential buyers. People buy from people they know, like, and trust.
The Sales Hunter
OCTOBER 4, 2019
In this compelling conversation, he convinced me to believe. There is a major parallel between prospecting and leading. When prospecting, you have to make people see things that they might not otherwise see. Great leaders don’t hesitate to ask tough questions or have engaging conversations, if they know it’s necessary. Those good at prospecting do the same thing- they ask tough questions and create engaging conversations.
The Pipeline
APRIL 18, 2019
Every prospecting call needs to be maximized, while the prospect may not be ready, they have a network of customers and suppliers who may be, or may have asked for or welcome a recommendation from their network. Moving To Conversation. The post Maximize Every Prospecting Call appeared first on TiborShanto.com. 01 - Prospecting cold calling Prospecting prospecting tips VideoBy Tibor Shanto.
Anthony Cole Training
JANUARY 23, 2019
In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor. Highly effective salespeople do this through the art of asking great sales questions and not fearing the outcome if they challenge a prospect’s statement, or question, in order to gain clarity. Qualifying skills qualifying prospects salespeople sales management sales advice consultative selling
Advertiser: ZoomInfo
Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.
Connect2Sell
NOVEMBER 28, 2018
You’d like to appeal to the prospect so they’ll take your call. Here are five examples of how NOT to start a sales conversation : sales conversations stop selling & start leading DISCOVER Questions™ cold callingYou’d like to open the sale.
The Sales Hunter
AUGUST 27, 2019
If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. Far too many prospecting events are nothing but a bunch of salespeople hanging out together trying to sell each other. The issue I have is that networking by nature operates on a different timetable than prospecting.
SalesProInsider
JUNE 5, 2020
If we believe that our job is to be a guide or a leader to help our buyers or prospects work through an information exchange to confidently make a decision or take action, that remains true. So, what does need to change for more successful virtual sales conversations? We’re going to break this into different tips for before the conversation, during the conversation, and following the conversation. We’re letting them know that this is still a conversation.
The Pipeline
JUNE 22, 2020
There are a lot of blurred lines in business and sales, leading to blurred conversations, and longer sales cycles. One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. You need to accept that prospects are not buyers, which is a good thing for us. Prospects are entirely different than buyers. By Tibor Shanto.
Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners
Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.
John Doerr
SEPTEMBER 15, 2020
Most sellers will tell you that creating conversations with prospects is critical to greater success in sales, but the dynamics of how to do it can be baffling.
Jill Konrath
APRIL 22, 2019
Sales Prospecting Selling ToolsRecently I interviewed Luke Goetting, Director of Puffingston Presentations for an Engaging Presentations video series I did with Prezi. His expertise is in "transforming stale business presentations into visually engaging stories." That's why I asked him to share his thinking with you.
KO Advantage Group
MAY 17, 2019
That’s because when you ask the right questions, it ignites meaningful conversations--this is what we’re after when we make cold calls or “elevator pitches.”. Of course, you need to define your value proposition first before you come up with a good and logical question that will persuade your prospects to agree to a meeting. It also incites conversations that can tell you what these potential clients’ problems are, and what kind of solutions they’re looking for.
SalesProInsider
JUNE 11, 2020
With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity? In a previous video, I shared what you can do before a conversation to help the buyer be ready and have expectations for the experience. And there are actions we can take before the conversation to make sure that we get those increased probabilities.
The Sales Hunter
JULY 30, 2019
Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” So what does it take to successfully prospect? As I’ve worked with thousands of salespeople and written the book, High-Profit Prospecting, I have narrowed it down to what I like to call the “10 Keys to Prospecting”: Check out the video where I discuss these 10 keys: 1. Have a dedicated time on your calendar to prospect.
The Pipeline
MARCH 5, 2019
Sure, there are broad concepts like conversion, and engagement, phrases we all use when we want to pretend, we are all talking about the same thing, but few follow through to completion. By ‘appointment”, I mean that a prospect has clearly committed time and attention to listening to you, your reason for wanting to speak; giving you the opportunity to move a qualified opportunity to the next step, in most cases, Discovery. By Tibor Shanto.
MTD Sales Training
AUGUST 23, 2016
It’s the customer who has done their homework and research, and it’s they who set the rules for the conversation. So, now that product knowledge is not the main concern of the prospect , how can you still control the conversation so you are taking it in the right direction? The truth is that you can control exactly what happens during the conversation through the type and quality of the questions you ask. Prospecting essential selling skills prospecting skills
Marc Wayshak
FEBRUARY 22, 2018
One single conversation starter can help you close more sales. In this video, you’ll learn exactly how to start a conversation with any prospect. The post Best Way to Start a Conversation in Sales – The Single Best Way to Start a Conversation with Any Prospect appeared first on Sales Speaker Marc Wayshak. Blog Best Way to Start a Conversation in Sales Selling on Value
Anthony Iannarino
JULY 14, 2020
There are very few who would argue that B2B sales hasn’t undergone a radical change, especially when it comes to consultative selling , where two of the primary variables to success is providing the context that would help a prospective client see something invisible to them and the advice as to what they should do to produce better results. We sometimes forget that selling is a series of conversations. Early Stage Conversations. Middle Stage Conversations.
The Pipeline
NOVEMBER 7, 2019
Based on the conversations people are looking to have, it is hard to believe that cold calling is dead. The post The Opportunities Of Prospecting – Podcast appeared first on TiborShanto.com. 01 - Prospecting execution how to sell better podcast Prospecting Tibor ShantoBy Tibor Shanto. I had a thoroughly enjoyable time with. Boštjan Bregar is the CEO and co-founder of Loop Email. There are a number of nuggets, and sometimes listening is as good as reading. Enjoy!
No More Cold Calling
APRIL 9, 2020
You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. Conversations without pitching—just full-on caring about the other person.
Smart Selling Tools
DECEMBER 15, 2020
4 Ways Tech Can Support Sales During Conversations (Not Distract). Now that sales conversations have evolved, and gone more and more digital, there are dozens of types of technology that can support us and make our conversations even stronger.
The Pipeline
JANUARY 26, 2019
Last September, I was invited by the Institute For Excellence In Sales in Washington DC, to present and discuss our approach to Proactive Prospecting. Continuing with the theme of the day: Proactive Prospecting, we explored the many myths and realities of B2B prospecting today. The post Proactive Prospecting Goodies appeared first on TiborShanto.com. 01 - Prospecting cold calling execution Prospecting Selling to Executives Tibor ShantoBy Tibor Shanto.
The Sales Hunter
SEPTEMBER 13, 2019
A few weeks ago, I received a prospecting email that contained over 15 different links. Your focus while prospecting is on uncovering a need and creating confidence. Not only am I anti-presentation in the prospecting phase, but I have a strong distaste for formal sales presentations at any time during the selling phase. There is ZERO reason to do a presentation in the prospecting phase. Prospecting is about creating an engaging conversation with the prospect.
Sales and Marketing Management
FEBRUARY 15, 2019
Why should company interactions with current and prospective customers or clients be any different? In his book, “Conversation Marketing: How to Be Relevant and Engage Your Customer by Speaking Human,” Lund explores key principles that are critical for driving the more evolved conversation marketing approach, which can help companies amplify results on multiple fronts. Are they adding to the conversation?
The Sales Hunter
OCTOBER 26, 2016
Recently, I was interviewed by Mark Di Somma about my new book, High-Profit Prospecting, and what it takes to be effective in sales today. Here are some highlights from our conversation: 1. Blog Prospecting high-profit prospecting prospect prospecting sales prospectingSalespeople are increasingly frightened of being rejected. That’s why you see them opting for social media, email and other forms of communication that […].
The Sales Hunter
JULY 1, 2019
Prospecting does not have to be painful nor does it have to be as hard as you think. The first rule is to make every conversation one where you earn the right, privilege, honor and respect to meet with that person again. Sales and prospecting is not a slimy or ugly activity like some people describe it. I count prospecting and sales as an honor. When you prospect with integrity, you’ll gain customers who have integrity.
Anthony Iannarino
SEPTEMBER 22, 2020
You should never be surprised by routine objections , concerns, and challenges in the sales conversation. The fact that you hear the same objections from different clients, during different stages of the sales conversation, should motivate you to design and prepare effective talk tracks.
Partners in Excellence
JUNE 1, 2019
Recently, I was reading a particularly vile conversation thread. The reactions did nothing to illuminate or expand the conversation. They simply were a death spiral of “I’m right, you’re wrong, you are a clueless jerk, you are one of them……” It seems most conversations I see follow this trend. As the “conversation” progresses, positions get hardened. Curiosity was completely absent from the conversation.
The Pipeline
OCTOBER 24, 2019
Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. As a bonus, your prospects/customers will help you sell your next deal without them even knowing or caring. Refining how they prospect and conduct discovery. The goal is to lead the conversation in a way that uncovers the buyer’s true objectives. That will involve letting your prospects train you. Train The Prospect.
Salesmate
NOVEMBER 30, 2020
This is what happens when sales conversations commence with a boring introduction. People repel to uninteresting sales conversations; they find interruptive, infuriating, and a waste a time. Only 31% of salespeople converse effectively with senior executives.
The Pipeline
NOVEMBER 17, 2016
There are a lot of things sellers say in the course of telephone prospecting. One way is to actually use a script, yes, script, maybe it would help if we called it a plan you can follow to ensure success in an endeavourer, in this case engaging with a potential prospect. One reason to have a script is to ensure that What you say in the call is always tied to a Why, a Why for the prospect, and from the prospect’s perspective, not yours.
The Sales Hunter
MAY 21, 2019
We all wish every lead turned into a great prospect and in less time. Here are 10 things you need to do to prospect faster: 1. Use this list to as a guide as you prospect. Block enough time in your calendar to both lead development phase and qualify the prospect. The number you want to focus on is your number of qualified prospects. The single biggest driver in accelerating prospecting is the ability to establish trust with the prospect.
The Pipeline
SEPTEMBER 29, 2016
Take telephone prospecting, yes cold calling, certainly a real and often emotional thing for all involved. I am conduit to best practices, and as a result, can help prospects even before they commit to my programs. Now if you don’t have that core belief, the belief that you can help your clients, you are going to have difficulty prospecting, which equals difficulty selling. What’s interesting is why people lack the belief that they can help their prospects.
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