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A Sweeter Approach To Prospecting Success

The Pipeline

As we head in to the second half of the year you realize you need to prospect and get some more opportunities in your pipeline. As you seek advice from your peers, one veteran tells you “You gotta buckle down and make more calls”, sage advice from someone who is under quota. By Tibor Shanto – tibor.shanto@sellbetter.ca .

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Maybe We Are Looking At Sales Productivity Incorrectly….

Partners in Excellence

I see all sorts of insights, sage advice, and technology that helps improve our productivity and efficiency. We have tools that improve our productivity in generating emails, making calls, outreach to prospects. As much as I hated CRM, using it freed up time for me to spend with customers and prospects.

Sage 119
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You Need To Trust You

The Pipeline

Other than a grey-haired sage, I am confident in saying none of the voice on LinkedIn have either. Lack of pretenses invites input, and by presenting a blank canvass allows the prospect to think out loud and paint. The more you can demonstrate that thinking and attitude to prospects and buyers, the more they will trust you.

Sage 361
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“Walk Before You Run” is Sage Approach to Sales Training

Carew International

It can be a difficult conversation when a prospective client comes to Carew looking for specialized sales skill improvement on his/her team, but an exploratory conversation reveals there is no foundation…no fundamental selling skills or sales process upon which to build. Want your sales team to soar?

Sage 40
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Your Numbers Suck

The Pipeline

Let’s look at prospecting. When someone has a lull in their pipeline, managers will tell them to prospect more. Sage advice, but not something new to the recipient. certainly more than repeating the “prospect more” mantra. As they get to $33,000, it reduced the number of prospects they need to get to quota.

Sage 313
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Conversational Intelligence

Partners in Excellence

This week, following their sage advice, my script on prospecting calls is: “Hi, my name’s Dave, what’s yours? According to their advice, I’ve ticked all the boxes for an intelligent, high impact conversation with this prospect. How the hell are you doing?

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What Are You Willing To Learn To Grow?

The Pipeline

Remember all those sages who predicted that the population of professional sellers would decline by 25%. This limits their success with all their prospects, especially prospects who have adopted tech in better doing their work. Let’s start by thanking Al Gore for inventing the internet ! Beware, many of those pundits are back.

Sage 218