The Essential Handbook for Prospecting and New Business Development 

Selling Energy

prospectingAs a sales professional, you’re encouraged to pursue as many possibilities as you can. However, if you take this to extremes you can end up feeling lost, ineffective and overwhelmed.

Managing Prospecting Objections (#video)

The Pipeline

This is the second in a series of video prepared for BizTV dealing with objections, the first was an overview of sales objections ; this one specifically those you encounter while prospecting. By Tibor Shanto –

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Delivery Over Messaging In Prospecting Calls

The Pipeline

When it comes to effective prospecting there is usually a complete imbalance between two critical components of an effective message. Most prospecting calls, OK, cold calls, usually fall short because the caller is thinking too much about their end of the call, not the prospects end.

Current Prospecting Tips that Work

Mr. Inside Sales

Do you hate prospecting by phone? Imagine if I told you many of the ways you’re approaching your prospects are actually causing the objections you’re getting? And if you like what you read, why not get a copy of this powerful handbook for all your team members and yourself.

3 Reasons You Want an Objection on Prospecting Calls

The Pipeline

In that light, prospecting calls can be viewed differently. There is the sense that we as sellers got to practice our pitch, selected the most self-serving statements, yet the prospect is supposed to hold their own without notice. By Tibor Shanto.

3 More Tips For Effective Telephone Prospecting

The Pipeline

On Monday I wrote about the need to counterbalance for some of the realities of telephone prospecting , and some things sellers can do to compensate. Some of these things may seem mundane and basic, but that doesn’t lessen their importance in consistent results from telephone prospecting.

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!


The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Mike is unashamedly passionate AND practical about prospecting. So, what is prospecting , exactly?

4 Tips to Power up Prospecting in 2015: #2 Commit to It!


The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works.

Look At Objections From A Different Direction

The Pipeline

As with most things in prospecting and sales is the same, to develop a routine you can and willingly implement. Most people have so much on their plate, they mostly try to get through calls, only dealing directly with the important ones, and a prospecting call is rarely one of those.

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!


The Essential Handbook for Prospecting and New Business Development. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. Don’t be like every other sales call your prospect receives.

3 Ways To Increase Cold Sales Prospecting Conversions, with Shawn Finder, Episode #118


If you’ve listened to my show at all, you’ll know my opinion on cold sales prospecting. You should always reach out to warm prospects. We discuss the best tactics for cold sales prospecting through email. Ways To Make Connections Before Cold Sales Prospecting.

4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!


Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. Mike firmly believes, as do I, that the telephone is absolutely essential to successful sales prospecting.

Objection Handling

The Pipeline

Proactive Prospecting Summer – Part 8. In this installment of the Proactive Prospecting Summer , we look at a crowd favorite, Objections. The video below highlights how to deal with the inevitable in prospecting: Objections – Full On Rejection.

The Complete Salesperson

The Pipeline

The skinny legs for many sellers are prospecting. Not much new in that, sales people have always preferred almost any other sales activity to prospecting. Specifically, direct prospecting , not indirect, not merely answering an inbound call generated by marketing.

Sales Mgmt: Do your team know how to prospect?

Your Sales Management Guru

Sales Managers: Does Your Team Know How to Prospect? Last week I was fortunate to read: The Sales Winner’s Handbook by Wendy Weiss, “The Queen of Cold Calling”.

What’s The Difference Between A Cold Call and Warm Call?

The Pipeline

Download your copy of the Objection Handling Handbook. So they wax poetic, all the while the prospect is thinking “how can I get back to work”. Download your copy of the Objection Handling Handbook. Cold calling Attitude cold calling execution Prospecting Tibor Shanto

What Do You Mean No?

The Pipeline

Amazing how a two letter word leads to so much more than it was meant to when the prospect uttered it. ” After a couple of seconds, the prospect replies. ” The prospect’s ‘NO’ is in response to the time, not all the things you imagine based on experience.

A Reactive and Bad Way to Deal with Objections (#video)

The Pipeline

Often, prospects’ questions at critical points in the sale sound like objections, when they are just the buyer thinking out loud. Then download the Objection Handling Handbook. By Tibor Shanto –

3 Ways to Minimize or Marginalize Objections – Sales eXecution 240

The Pipeline

A big sticking point was when the prospects said “oh we’re too small”. Again, objections while prospecting are inevitable, no matter what some pundits will peddle, but you have the power to set things up in a way that allow you to manage and move past them to a real sales conversation.

Margin 271

Unavoidable – Sales eXecution 238

The Pipeline

People want to find a way to avoid the most common objections while telephone prospecting. For the sake of full disclosure, there is one proven sure proof way to avoid objections faced in telephone prospect, works every time, but it does have big risk associated with it, really big risk.

Time – To Let Go

The Pipeline

In my experience, this is most pronounced during the early stages of the cycle, prospecting. To optimize prospecting time there a number of things they can do, we’ll look at two here. By Tibor Shanto – .

Why Set Out For 2nd Prize?

The Pipeline

No really, watch any group of sales people on the phone trying to set appointment, and it is only a question of minutes before you see a few telling you how they convinced the potential prospect to let them have second place, or take their place among the also-rans.

Let’s Talk Sales! #SalesTruth with Mike Weinberg – Episode 171

criteria for success

The Essential Handbook for Prospecting and New Business Development has remained a #1 Amazon Bestseller for the last six [ ] The post Let’s Talk Sales! The Essential Handbook for Prospecting and New Business Development has remained a #1 Amazon Bestseller for the last six years. Happy Monday, Let's Talk Sales! listeners! This episode's featured guest is Mike Weinberg. Mike is a world-renowned sales consultant, coach, speaker and bestselling author.

Buy My Crap – Please!

The Pipeline

One of my favourite examples revolves around the most common objection one faces in telephone prospecting, the proverbial rallying cry of the Status Quo: “We’re all set, we’re good thank you!” Objection Handling Handbook. By Tibor Shanto – .

3 Things Some Pundits Won’t Tell you about Cold Calling – Part 1 – Sales eXchange 218

The Pipeline

You could have encyclopedic knowledge about their company, the prospect personally, industry, all the real success you have delivered to people like them in similar scenarios; if you are not a scheduled event – you are a cold call. Now – Download the Objection Handling Handbook.

Can Technology Undermine Trust?

The Pipeline

Jim was on the phone with a potential buyer who asked that Jim send him some info before committing to an appointment, Jim tried everything we put in our Objection Handling Handbook , but in the end had to send some info. By Tibor Shanto –

6 Essential Tips to Secure More, Better Quality Meetings

Artesian Solutions

Prospecting is hard and very few people enjoy it. In this guest blog for Artesian, I have compiled six essential tips which anyone can use to improve your prospecting conversion rate while driving better quality meetings for both you and the customer.

Get Linkedin Working for You

A Sales Guy

For most, Linkedin is a way to connect with past co-workers, find prospects and find a job. 1 tool for B2B prospecting but having a LinkedIn account is like having a gym club membership. Social Selling Boot Camp Handbook.

They’re Not Interested – What Now?

The Pipeline

I get it, but when you think about it there are probably five common objections you will face in telephone prospecting. I am not suggesting that you have to go to that extent, but you do need have a clear idea of how you can impact the prospects business and objectives in a very specific way.

New Sales Simplified – The Real Deal!

The Pipeline

The Essential Handbook for Prospecting and New Business Development. I was hooked right from the start where the book takes up the importance of a solid prospecting approach. Warning readers not to be bamboozled by false sales profits promising success without prospecting.

"New Sales. Simplified." A Must-Read!


The Essential Handbook for Prospecting and New Business Development. And, the fact that it is focused on prospecting and new business development is timely. What the world needs now (in addition to love) is lots of prospecting and business development.

12 Must-Read Sales Books For Beginners

Hubspot Sales

The Sales Survival Handbook. He teaches readers how to pick up on the small details to infer what prospects are thinking. Ziglar's advice for building strong relationships with prospects still hold true today. 12) The Sales Survival Handbook.

Connecting the Dots between Sales Strategy & Execution

Sales Benchmark Index

Prospecting. Deliver a coaching handbook to your managers. 50% of solving a problem is defining it correctly. If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. A few recent examples: Selling to the C Suite. The Death of Event-Based Training.

Growing Revenue: A 3 Step Framework for Acquiring New Business

Smart Selling Tools

boldly proclaims that the book is “the essential handbook for prospecting and new business development” and it doesn’t disappoint. Growing Revenue: A 3 Step Framework for Acquiring New Business. Do you want to grow revenue? Then you’ll need to close new business.

Here Are the Best Books to Read Over the Holidays

Alice Heiman

Combo Prospecting by Tony Hughes. Internationally respected sales leader and widely read business blogger Tony Hughes has written an invaluable handbook for 21st-century sales professionals and entrepreneurs trying to tackle this challenge. His potent “COMBOs” will help your team gain access to top-level prospects, secure meetings, and make the sale. Do you frequently call on prospects or customers who have someone already sitting in your seat at the table?

Corporate Gift Giving: A Beginner’s Guide


Typically, when it comes to buying gifts for people outside your company, it’s appropriate to buy for clients, prospects, service providers, and business partners. To a customer, prospect, or partner it can look like you’re trying to buy their business or influence them in some way.

8 Critical Questions to Ask Yourself as You Build a Sales Incentives Program for 2019

Sales Hacker

Still, they don’t always nail down the details when it comes to the things that might entice a prospective salesperson — like a well-rounded sales compensation plan , for example. Good sales leaders are always on the hunt to bring in new talent that can help a business grow.