Key to Sales Success: Find More Prospects - Duh!

Anthony Cole Training

I was talking to a prospect yesterday about this very thing. It reminded me of a pivotal conversation about prospecting that I had years ago when I was new to selling. Finding prospects is not difficult. Duh is right.

Handling Objections like a Pro | Sales Tips

Sell More and Work Less

One thing that I’ve noticed recently is that sellers aren’t always good at is learning how to pivot. During the qualification stage, we get thrown for a loop sometimes.

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Sales Prospecting at the Speed of Trust

Strategic Sales Growth

Tweet Every great sales rep intuitively sense s t he pivot point moment when they’ve built enough trust in a prospect that they know the deal will close. Or is your sales team running on timeline-based prospecting. HOW TO MEASURE TRUST IN THE PROSPECTING PROCESS.

The Secret Path to Successful Sales Calls

Smart Selling Tools

How do you lead each conversation so the prospect will want to continue the sales journey with you? Did you first think through the key sales messages and the best way to communicate them to prospects? It is equivalent to using a magnet to find true-north on the prospect’s compass.

Sales Advice from Hannibal Lecter

The Sales Heretic

And he was an expert at divining human motivation, as evidenced in a pivotal scene in [.]. Sales motivation needs product prospect serviceHannibal Lecter would have made a great salesperson. And by that, I don’t mean that he’d eat the competition for lunch. The cannibalistic psychiatrist in The Silence of the Lambs understood that people’s actions are a result of their motivation.

Four Steps to Successfully Bringing Products to Market

Sales Benchmark Index

As the marketing leader, you play a pivotal role in bringing the new offering to market. In Step #1 you should prioritize the opportunity that exists inside your prospect universe for the new product. Six months ago your company launched a new product.

5 Books & Blogs That Will Make You Better at Inside Sales

DiscoverOrg Sales

As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is about as easy as potty-training a coyote.” If, like Bertuzzi, you’ve ever struggled to get the attention of your prospective clients, then you’ll enjoy her insight on sales development. These are tips that draw on his more than forty years in sales and include everything from ethics and prospecting to people skills and organization.

Just Because We Have The Ability To Do Something Doesn’t Mean It’s Best Practice

Partners in Excellence

I’ve been writing about customer experience , bad prospecting , and other bad sales and marketing practices for some time. Analytics provides us insights and understanding about our prospects and customers. We can slice, dice, pivot, and do all sorts of things with data. We want to cast a wider net to attract new prospects. We forget about our victims—I mean customers and prospects. Somehow customers and prospects always get it right.

Sales managers – 6 tips when transitioning to a new sales team

Sales Training Connection

As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. Become familiar with the sales pipeline, the prospects populating it and make revisions where necessary like getting rid of no-win opportunities.

Why That Bargain Contact List You Bought is a Sales Dead End

DiscoverOrg Sales

Want your prospecting emails to have super powers? Read our “Super Hero Life of Your Prospecting Email” comic book style eBook to take on the greatest of inbox foes. Bargain contact lists do costly damage to your email campaigns, make pivoting when contacts leave near impossible, and force you to do plenty of extra work. That way, you can actually profit from the bridge you’re using to connect with prospects.

Guest Post: 3 Ways to Create a LinkedIn Profile That Boosts Sales Credibility

Jonathan Farrington

You don’t exist to your prospects. LinkedIn provides one of the best ways for you to show prospects that you can be an invaluable asset. And, it helps my prospect know what kind of results they’ll get from working with me. You’re nobody. They’ve never heard of you.

Why MicroMarketing is the New Inside Sales

Strategic Sales Growth

Customers are now in the driver’s seat MOST of the time. Salesmanship has a lot less to do with success than facilitation – - objection handling has a lot less to do with moving the process along than informing. ”. (I covered these trends in three earlier articles – Sales Prospecting at the Speed of Trust , Selling at the Speed of Trust , and Checklist for Launching a Time-to-Trust Sales Campaign. ). Helping prospects find customer reviews.

Sales Managers: Don’t Be Shot by Both Sides


There is really nothing wrong with this approach–except that most companies leave out some basic and vital essentials: profiling competency, nurturing talent, and (most importantly) training the most promising prospects from sales ranks for a role that’s vastly different from their current one.

Sales managers – a new pathway to leadership

Sales Training Connection

Would-be leaders must learn to pivot – it is more about doing something different rather than just the same thing better. Sales Leaders.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


Marketing provides air cover by nurturing and educating their known universe of prospects. While sales is effectively utilizing the moments of attention that marketing is engendering with their target prospects. It’s a new way of working, a pivot to higher revenue.

Guest Article: Avoiding the Activity Trap, by Jeb Brooks

Sales and Management Blog

If all you’re doing on a call with a prospect is saying ‘hello,’ all you’ll hear is ‘hell no.’ ’ Instead, your activities need to fall into one of these four productive buckets: They educate your prospects. They uncover essential information about your prospect. They reveal pivotal information about your solution to your prospect. Sponsoring roundtable discussions for your prospects to meet your happy customers.

New sales managers – starting off on the right foot

Sales Training Connection

It is not an overstatement to suggest that front-line sales managers truly have become the pivotal job for sales success. Become familiar with the sales pipeline and the prospects populating it and make revisions where necessary – like getting rid of no-win opportunities.

Why Inbound Marketing Is Costing You Money and What to Do About It – Part 2

Strategic Sales Growth

Playing the calling, waiting chasing game, at an average of $9 bucks an MQL , costs almost $500,000 just to quality prospects to the point you can hand them over the account reps. No Automation – capacity to prospect is limited to available team time. Low Velocity – the prospects control the rate of qualification. When a prospect clicks this button, they are volunteering a committed, scheduled time, and they are ready to be sold to.

Is Your Compensation Plan Evolving with the Company?

Sales Benchmark Index

One of the core strengths of any small business is its ability to adapt and pivot with the market. They continue to hit slightly larger numbers from the previous year, but spend much less time prospecting and cold-calling. This post is for Small Company CSOs and VPs of Sales.

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

Prospects and customers either answered the phone (or pager) or their PA did. Today the business manager and the purchasing manager’s roles have been elevated and are considered pivotal senior management roles.

Why the CSO Should Care About Content Marketing

Sales Benchmark Index

Is this just another buzzword du jour like Big Data, Pivoting, and Gamification? The only way to hit the first page is to produce content that attracts prospects and keeps them on your site. This blog post is for the small company CSO or VP of Sales.

Why MicroMarketing is the New Inside Sales

Strategic Sales Growth

Customers are now in the drivers seat MOST of the time. Salesmanship has a lot less to do with success than facilitation – - objection handling has a lot less to do with moving the process along than informing. ”. (I covered these trends in three earlier articles – Sales Prospecting at the Speed of Trust , Selling at the Speed of Trust , and Checklist for Launching a Time-to-Trust Sales Campaign. ). Helping prospects find customer reviews.

Five Keys to a Successful New Product Launch

Sales Benchmark Index

As the marketing leader, you play a pivotal role in bringing the new offering to market. To be successful, there are two essential questions a marketing leader must answer: How am I going to educate my customers and prospects on the new product? Often a new product comes out targeting a subset of your customer & prospect base. 8-12 months prior to launch, marketing should complete a segmentation analysis of their customer and prospect universe.

Buyer 67

Dog Sales Of Summer

The Pipeline

It’s important to remember that this has internal implications for your prospects as well that you may be able to leverage to restart discussions and the stalled deal. Tibor Shanto –

Checklist for Launching a Time-to-Trust Sales Campaign

Strategic Sales Growth

It’s no wonder that selling initiatives we used to rely on like cold-calling and phone prospecting, have become only marginally effective and have instead been replaced by Social CRM engagement. Checklist for Using Social CRM and Time-to-Trust Prospecting.

Smart Selling Visions: Up-Close with Top Revenue Leader Brian Leach, CEO of @unboxedtech

Smart Selling Tools

Assistant captures everything during customer interactions, including data from prospects that don’t buy. This introduces a whole new level of intelligence that lets you pivot your sales strategy as you learn more.

6 steps to get sales and marketing working on the same team


Lead intelligence relates to the mapping of a prospect’s journey based on their behaviour. Tailoring content to the individual funnel stages, ensures that sales reps have access to the right materials when liaising with prospects. Bottom of funnel content should be product-centric, selling the value of the solution to the prospect. Review analytics data and determine what’s gaining traction & attention with prospects.

[PART 2] What Buyers Want: The B2B Vendor Advantage

DiscoverOrg Sales

Early on, the website plays a pivotal role as buyers decide which vendors are qualified. It provides validation while the sales team discusses products and business capabilities with prospective buyers. Deals aren’t won or lost on product features alone.

Startup sales gigs-watch out for men bearing shades

Sales 2.0

The step that was missed was testing and refining the company’s message, target market and conversion of interested prospects into customers. Our job is to efficiently communicate our company’s message to prospective clients and then help them make a decision on whether to buy our product.

How A Career In Umpiring Helped Me Develop My Sales Strike Zone

Sales and Marketing

Author: John Bennett, Sales & Business Development Leader with Peak 10 Sales success is about much more than converting prospects to customers. Helping customers and prospects manage the shifting needs of their organizations in a world of rapid technological change is difficult. Let’s say there’s a big play at first base during a pivotal moment in the game and something screwy happens…maybe the first baseman drops the ball after the tag or the throw may have pulled him off the bag.

Steve Andersen and Dave Stein: Building Long Term Customer Relationships By Moving Beyond the Sales Process – Episode #58

The Sales Blog

In this conversation Anthony gets into the nuts and bolts of that pivotal mindset shift with authors Steve Andersen and Dave Stein. 23:02] How to collaborate with your customers and prospects for greater success. [27:24] According to Steve Andersen and Dave Stein, most salespeople make a vital mistake in the way they approach sales: They think of the sell itself as a short-term gain rather than look to a long-term gain that will sustain relationship and ongoing sales.

Cool Start-up Interview Series: Zingtree

Software Business Blog

Our experience in operating a B2C company for 20 years gives us an advantage in making Zingtree – a B2B company – incredibly accessible – our site has numerous example trees, and a prospective customer can try all of the tools and use the trees without even having to sign up for an account.

B2C 28

Why Lost Deals Are Almost Impossible To Save

A Sales Guy

He doesn’t know if the competition is a better fit, because he doesn’t know what the prospect is trying to do. For all intents and purposes, he knows nothing about what he’s selling, why the prospect needs it and the impact to their organization.


Delicious Sales

Prospecting (4539). So many prospects and clients to kill, so little time. But don’t worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day. Topics Major Topics. Sales (12918). Marketing (6398). Training (4995).

The Ultimate Catch eBook

DiscoverOrg Sales

To keep fish interested, this team must be ready for quick pivots and new opportunities at any moment. For example, a chief objection of engineers is that pivots and changes are too expensive. Account-Based Everything Account-Based Marketing Sales Development B2B Sales Insights Good leads Marketing Strategies Partner Blog Prospecting sales strategiesWe’re on a boat! Well, actually, it’s a fishing boat.

Use leverage

Sales 2.0

It’s really critical to give your prospects a reason to act; otherwise your biggest competitor–status quo–will win. I like the visual of using a lever to pivot around point one and move the object at point two by applying force at the third point.

What a Killer Deal Strategy Looks Like

A Sales Guy

Getting your prospect engaged, getting them on the proverbial hook is critical to selling. Prospecting is the holy grail of sales and it get’s a lot of attention as it should. The problem is, prospecting is just the beginning and too often we don’t spend as much time thinking about how we’re going to close or win the deal (land the fish)– and that’s where deal strategy comes in. That’s 13x more hits for prospecting than deal strategy.

Does Sales Leadership Want to Miss Quota?

A Sales Guy

Did they meet their goals (quarterly quota, number of new prospects, number of calls, meeting with the CIO, X dollars of new product sales, etc.)? Are you aware what pivots the sales person is going to make and why? It’s the end of the first quarter.

Quota 12

Sales Tips: Seriously, Shut up (a.k.a. Why Your New Sales Aren’t Happening) By Donna Saul

Sales Training Advice

You have to earn the right to share information with your prospect at the right time, and you do that first and best by listening. Then and only then can you tailor your sales presentation to the prospect’s real needs, and in the process, earn their trust and the right to close the sale.

How Ronald Reagan would Change your Sales Presentation

HeavyHitter Sales

It is the pivotal moment where you can communicate your advantages, gain momentum, and develop the personal relationships necessary to achieve your goal.