The Power of Psychographics in Prospecting and Selling

Janek Performance Group

One of the hot new buzzwords in marketing and prospecting in recent years is psychographics, or psychological metrics. The term was popularized by William Wells in his 1975 article for Journal of Marketing Research, titled “Psychographics: A Critical Review”. But what is it exactly, and how can it help you with converting leads into prospects, and prospects into opportunities? Sales Culture Sales Prospecting Sales Enablement

30 Sales Prospecting Email Templates Guaranteed to Start a Relationship

Hubspot Sales

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Email Prospecting

9 Places Salespeople Can Find New Prospects Fast

Hubspot Sales

How to Find Prospects. Business Journals. Prospecting can be tedious and time-consuming, but it’s something that has to be done to keep pipelines healthy. However, while sales reps can’t avoid prospecting, they can certainly make it easier for themselves.

On the Road to Nowhere -- Failure to Define, Support and Drive.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. It is important to provide a framework that salespeople can follow systematically to move prospects through the pipeline. Provide a framework that salespeople can follow systematically to move prospects through the pipeline. prospect. prospecting.

Your Sales Tech Is Destroying Your Relationships With Prospects. Here's What You Can Do About it.

Hubspot Sales

Before the internet, it was nearly impossible for prospects to get information about a product without the help of a friendly salesperson. But reps didn't hold all the power -- they needed prospects too. With less reach and fewer resources, prospects were uncovered through hard work.

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Small Business Sales Prospecting Just Got Much Easier

Fill the Funnel

You can now realize the benefits of a strong set of customer data like that available for larger companies including these: Increase Call Performance - Turn cold prospects into meaningful conversations.

Better Business Acumen in Just a Few Minutes Per Day (VIDEO)

The Center for Sales Strategy

This gives sellers leverage and credibility when talking with prospects and customers. Growing up, my dad always told me that if you just read the front page of The Wall Street Journal, you'd be more informed than 95% of the business people out there that you'd be talking to.

A Discussion with Stu Heinecke (#podcast)

The Pipeline

Some of you may be familiar with Stu Heinecke, a Hall-of-fame-nominated marketer and Wall Street Journal cartoonist, see example above. More recently I joined Stu, for extended conversation on not just on how to get a meeting with right prospect, how to position and extend initial engagement.

I’m not your guru

Sales 2.0

The problem is that without your mind in the right place it’s really unlikely you’re going to do a good job of tasks like prospecting that, since you’re in sales, will be the activities hanging out in those important time blocks you’ve created. Prospecting is a rough sport. Prospectin

Sales Motivation Starts with the Voices in Your Head

The Sales Hunter

For many salespeople, the voices start popping up when a customer says “no” or a sales prospect, who you thought was going to be good, turns out to be nothing. Put these into a journal. What are the voices in your head telling you?

Sales Prospecting Letters Still Open Doors by Kendra Lee

Sales Training Advice

I’m often asked about the effectiveness of letters as a prospecting strategy in today’s electronic world. Recently Sarah, a seller I work with, discovered that a number of her target prospects were named to the Top Places to Work list for her metropolitan area. Lists of companies being recognized like Sarah’s prospect are published every day. All present a great opportunity to drop a potential prospect a note and launch your “gain access campaign.”.

The 21.5 BEST Places To Network | Jeffrey Gitomer's Sales Blog.

Jeffrey Gitomer

Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. Any Business Journal event. The Business Journal reader and event attendee demographics are staggering. Store.

25 Ways to Build Your Prospecting List By C.J. Hayden

Sales Training Advice

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. It’s a good bet that there are prospective clients all around you. Prospecting will get you into action immediately. Sales Prospecting

Sales Tips: Never Ask a Prospect These Questions By Andrew Sobel

Sales Training Advice

You finally got the meeting you sought with a top executive at a prospective client. I’ll get back to why it’s a bad question to use with a prospect you don’t know well in just a minute.). ” (Barry Glassner, President of Lewis & Clark College recently wrote an OpEd column in The Wall Street Journal on why that is a terrible question. Sales Prospecting

Desperate for Leads? Keep Your Funnel Flowing

Alice Heiman

Running a prospecting campaign should be a joint effort. Prospecting does not Equal Cold Calling. So, how do you build an effective prospecting campaign? Effective Prospecting Campaigns. Effective prospecting campaigns have to be more than picking up the phone and trying to reach the person on the list. A prospecting campaign is very similar to a resume, in that a good resume gets you an interview (not the job) with someone who can hire you.

Best Sales Books: 33 of the Top Picks to Create More Conversations in 2019


High Profit Prospecting by Mark Hunter. Combo Prospecting by Tony J Hughes. 5 High Profit Prospecting by Mark Hunter. Finding high-quality prospects is vital to a salesperson’s success. 16 Combo Prospecting by Tony J Hughes. I’ll be the first to admit it!

4 Steps to Motivate an Underachieving Salesperson

Sales and Marketing Management

Create a development plan – journaling. The most effective development plans are those used every day, especially daily journals. The right journal will ask your team questions like the above, helping them create a personal development plan tailored to their development areas. If you’d like to give your sales team a step-by-step guide to developing a prospecting strategy for the coming quarter, you can access Part 1 for free here: [link].

Looking to make more sales? Maybe it's in the cards!

Jeffrey Gitomer

THE BIG SECRET: Don't just thank the prospect for the meeting – have a meaningful purpose. saw this yesterday in your trade journal, thought it might be of interest to you." Hand written notes and cards are the rage.

Media Round Up

The Pipeline

Canadian Business Journal, the leading Canadian B2B publication has done a feature on the work Renbor does along with some of the views I take on sales. Seems I have been popping up all over the place over the last few weeks.

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How to Adapt to the Well-Educated Modern Buyer

Sales and Marketing Management

Marketing teams know plenty about the customer; the sales team has more direct interaction with customers and prospects than any other department in your organization. Here’s a tip: Have your salespeople keep a journal of common customer questions, complaints, and feedback.

Hard for you to say you’re sorry?

Sales and Marketing Management

Author: Tim Riesterer Have you ever had a service problem with a customer and worried about the damage it could do to your relationship and long-term revenue prospects?

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8.5 Qualities of a Sales Leader. How Many Have You Got?

Jeffrey Gitomer

Dan Taylor wrote a great article on “”Courage”" in the Business Journal. Your prospects know their needs and they know what’s happening on the front lines of their business. Tweet 1. Maintain a positive attitude …Solution oriented. Action oriented.

A Guide to Getting the Most Out of Networking Events

John Barrows

Review the calendar/event section of the local business journals. Examples: “I want to meet at least 10 people tonight, get 10 business cards and find at least 3 strong prospective clients.”. “I

Being more remarkable in virtual sales meetings

Sales and Marketing Management

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face.

7 Key Phrases That Will Spark Your Sales Interactions

MTD Sales Training

That is, they find it easy to discuss opportunities and possibilities with prospects, listening to their needs and wants, and working with them to deliver great products and services. What this does is make the prospect question why that specific product has been affected by the economy. That initial phrase ‘Like most of our clients’ says that you are going to share some valuable market information and makes the prospect sit up and take notice.

Research: Differentiating Your “Virtual” Sales Meetings

Corporate Visions

As you’ll see in this article from the International Journal of Sales Transformation , there’s no shortage of theories about what makes for a compelling sales call. Much conventional wisdom centers on “reducing friction” by keeping the conversation strictly verbal or simply directing prospects to a weblink with a Powerpoint. What does the typical sales meeting look like today? A better question might be: What does the typical salesperson look like?

6 Under-Appreciated Variables That Win Deals

Anthony Iannarino

Journal). Not many of your competitors will read their prospective client’s financial reports. Outlasted : I called a prospective client for years without ever obtaining a meeting. Sadly, they believe what they are doing is prospecting.

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Why Mindfulness in Sales Will Make You Happier and More Effective

Hyper-Connected Selling

They rarely connect mindfulness with salespeople prospecting on the phone or delivering a sales presentation. That isn’t the recipe for success with prospects, clients, and colleagues. Journal. Another tool that can be powerful is a simple journal.

How to sell even when you're awkward and introverted

Introverts take longer to process information than extroverts , according to a study published in the Journal of Motor Behavior in 2008. Extroverted sales reps are often so eager to pitch their solution that they miss out on the little things that matter to the prospect.

Report: How To Dramatically Improve Your “Virtual” Sales Calls

Corporate Visions

It made me wonder if that jingle still ring true today when it comes to how inside sales reps—and increasingly outside ones—are spending more time connecting with prospects and customers remotely versus face-to-face.


HeavyHitter Sales

   Okay, you have just been told by the prospective customer that you lost that big deal you were counting on. During the first four years of your life, 90 percent of your brain’s growth and development occurred.

Stop Buying Digital Snake Oil for Your Account Based Sales Team

No More Cold Calling

He complained to me that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. My colleague thought it was rather presumptuous of the prospect to ask him to drop everything and hop on a plane.

Look Your Customers in the Eye

No More Cold Calling

However, when you have your eyes glued to a device, keeping up with what’s going on “out there,” you miss out on the people in front of you—your loved ones, colleagues, customers, and prospects. Eye contact can make or break your sales effectiveness. You only need 20 seconds.

Letting Others Shine Can Get You Sky-High Referral Rates

Sales and Marketing Management

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” Word-of-mouth marketing is hard to get, but brands that foster a strong emotional connection between themselves and customers tend to receive three times more than brands that don’t, according to a 2016 study published in the Journal of Global Scholars of Marketing Science.

Developing Insight—Just Read, Observe, Ask

Partners in Excellence

The other day, I was reading the Wall Street Journal (One of about three “newspapers” I read every evening.) Communicating Creativity Customer Experience Innovation Insight Selling Learning Prospecting We struggle with developing Insight. Sure, we need help and support from marketing, product management, and others in the organization. But there’s a huge amount we can do on our own.

Ethical Selling


The Wall Street Journal reported ongoing sales chicanery at the company, and traced its roots back to 2004 ( American Express Gave Small Business Customers One Rate, Then Secretly Raised It ), July 31, 2018). When it was publicly called out, an AmEx manager got nervous, and “told salespeople they would need his approval before offering prospective clients a margin of less than 0.70 of a percentage point, according to an email reviewed by the Journal.

Who’s Who in the (Sales) Zoo?

Anne Miller

Potentially revolutionary, article in The Wall Street Journal today has a direct parallel to sales success. Engage immediately so prospects want to talk to you.

What the Challenger Sale Gets Wrong about Customer Relationships

Miller Heiman Group

In 2014, the Journal of Personal Selling and Sales Management reviewed and critiqued the Challenger model, arguing that the approach had “inherent empirical and conceptual limitations that actually represent fatal flaws.”. The technique may backfire, because “when a salesperson challenges a prospect—particularly a new prospect—there is a strong potential for distrust and dissatisfaction to emerge.”.

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation


In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital.

What if CRM had not been invented?


What about customer service; current customers, new prospects? Might Have Been to What Must Have Been: Counterfactual Thinking Creates Meaning" was published in the Journal of Personality and Social Psychology in January 2010.

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