Pointclear
AUGUST 27, 2013
My advice to Steve is that when sales are needed in the fourth quarter, first telemarket old leads (older than 3 months), generated on products in stock. This cut the prospect list by 70%. We decided these were the most honest, high-probability prospects. The telemarketing time amounted to about 250 hours, over four weeks.
Understanding the Sales Force
MAY 30, 2013
In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close. Isn''t this a prospecting call?
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Cincom Smart Selling
JUNE 30, 2015
My recent screed regarding intrusive telemarketing calls ( Selling? Engaging Prospects. The strategy of providing sales teams with incentives to clear out warehouses full of product at the end of the year is not applicable in a world where products aren’t produced unless they’ve been ordered. Source: iStock | ThinkStock.
Cincom Smart Selling
OCTOBER 5, 2017
You can hire the best sales superstars, reward performance with lavish incentives, and structure your pricing as aggressively as possible, but until you address an improved buying process, your impact on sales performance will be minimal. Guided selling is one form of keeping sales activity relevant to your prospect.
Cincom Smart Selling
OCTOBER 5, 2017
You can hire the best sales superstars, reward performance with lavish incentives, and structure your pricing as aggressively as possible, but until you address an improved buying process, your impact on sales performance will be minimal. Guided selling is one form of keeping sales activity relevant to your prospect.
Sales Training Advice
JULY 30, 2012
Sometimes you have to prospect. The dictionary defines the verb prospect as “to search or explore (a region), as for gold.” ” When you prospect for clients, you explore your region—your town or your market niche—to locate the gold that may be buried right under your nose. Here are 25 ideas. In Your Office.
Hubspot Sales
AUGUST 22, 2022
We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. The number of interactions with prospects during the sales process is growing.
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