The Sales Hunter
JUNE 4, 2019
Is prospecting a four-letter word in your mind? If you had to choose between prospecting and having a root canal, which would you choose? Maybe you wouldn’t choose the root canal; however, you certainly would rather have a cavity filled than have to prospect. I bet prospecting would be on the list too if everyone had to do it.
The Pipeline
SEPTEMBER 3, 2019
While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. One thing that many fail to do in prospecting calls is set the momentum for the Discovery and beyond. Most are focused on and working on getting that primary directive right.
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Smooth Sale
APRIL 8, 2023
Utilizing new technologies like precision agriculture or robotic harvesting could give you a distinct edge over other farmers regarding efficiency, quality assurance, and cost savings. Look for opportunities to automate, including integrating robotic harvesters or improving storage areas with automated sorting systems.
Allego
JUNE 29, 2021
But with reps AND prospects working in a hybrid world—with some back in the office and some remote—making quota is harder than ever. To be effective, companies must rethink how they onboard, train, and enable both new hires and veteran performers. Virtual selling requires new skills, new content, and increased “backstage” support.
Sales Hacker Training
MARCH 23, 2023
Because your prospect is uncertain. Be relaxed and ready to serve with a positive attitude — and the conviction that if your solution is a good fit, you will be direct and honest with the prospect to persuade them to walk across the bridge toward their transformation. If you sow bad ones, you reap a bad harvest.
Janek Performance Group
OCTOBER 25, 2023
From landing a meeting with a key prospect, to losing the big account. He diligently calls each one and leaves a personalized voicemail for each prospect. He follows the script from training, confidently articulating the value his solution could bring to their businesses. Nick Saban calls it, “Control your controllable.”
Sales and Marketing Management
NOVEMBER 20, 2020
Tools like Toggl Track, Harvest, Clockify and Calendar Analytics are the gold standard here. And don’t forget admin, such as adding leads to CRM system or upskilling via training. Schedule the day into chunks: calling prospects, admin, responding to emails. Next, they can look at how they spent their time.
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