3 Ways to Guarantee Referral Prospecting Success

No More Cold Calling

Think a referral system is easy? That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. Create a referral system.

How to Use EEE Representational System to Gain Rapport

The Science and Art of Selling

All of our memories, imagination and current experience are made up of elements of EEE™ Representational System. Most of us use one system more than the others and this shows up in the words that we use. So, what is the EEE™ Representational System?

Trending Sources

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Sales Management Systems

Perfect Prospecting

Partners in Excellence

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” A couple of people commented, “What does perfect prospecting look like?” ” I can’t tell you what perfect prospecting looks like, but I can tell you how to do it.

Sales Pitfalls: Lack of System and Lack of Head Work

The Science and Art of Selling

Lack of system may not make a person fail entirely, but unless a person is systematic she is subject to a tremendous waste of energy and money. prospecting where others do not. Sloppy methods in any business produce failure.

Want Prospects Who Want to Hear from You? Get Referrals

No More Cold Calling

Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent). Meet with hot prospects while your competitors are still figuring out how to get in.

Sales Teams Need Face Time—with Prospects and Each Other

No More Cold Calling

A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. There’s nothing like getting the gang together in person.

Why I Hate CRM Systems for Sales Prospecting

The Sales Hunter

Goldmine and every other CRM (Customer Relationship Management) system out there sucks! The reason is simple — far too many salespeople either blame their CRM system for being so complicated that it prevents them from doing what they need to be doing. Salesforce, ACT!,

I Don’t Want Your Stinkin’ CRM System

Partners in Excellence

I allow myself to get sucked into discussions about CRM systems. ” Managers are saying, “people have to use the system and keep everything updated,” “we need to know what’s going on,” “the sales people have information that’s vital to our organization, we need to capture it,” “they need to just do it—or else!” Regardless of what management says, makes the system a tool for you! I’m so stupid.

What is Clogging Your Sales Prospecting Pipeline?

The Sales Hunter

Too many salespeople have prospects in their pipeline that are nothing more than suspects taking up space. A simple rule I have is a prospect cannot stay at the same level of ranking in a sales pipeline for more than 2 calls. Look at the prospects you have.

Identifying Your Target Prospects

Sell More and Work Less

In today’s podcast I’ll explain how to identify your top prospects using the data from the exercises in the last podcast. In today’s podcast I’ll explain how to identify your top prospects using the data from the exercises in the last podcast.

Sales Prospecting Tip: Schedule Prospecting. Or You Won’t Do It.

The Sales Hunter

The number one issue salespeople struggle with the most is sales prospecting. Sales prospecting is not easy — I’ll admit it. The problem is far too many salespeople are quick to say they don’t have a good source of prospects or they don’t have a good process.

Sales Enablement, Part 3: Metrics that Matter, Courtesy of Your CPQ System

Cincom Smart Selling

The downside of that technological enrichment is the fact that ownership of the assorted systems and processes makes it necessary to move out of your silo and go knock on some doors to gather all of that rich data. Where does a CPQ system come into play? What is the effect of the piece once the prospect is exposed to it? What kind of prospect is downloading the piece? Other systems within the enterprise should not be overlooked either.

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Systems Don’t Bend, but You Can! – Sales eXchange 151

The Pipeline

He was keen to tell me that he had just started a company sponsored prospecting program, one his company had employed for all their new realtors with great success. Last week I met a young man, fresh out of school, entering real estate as a career.

How to Get Prospects to Call You Back

No More Cold Calling

Recently I filled out a form on a website for one of my prospects and requested a demo. I ‘m calling regarding your interest in our system. It’s not a sales secret; when you prospect through referrals, you’ll always connect.

Why Reps Hate Asking for Referrals Just as Much as Cold Calling

No More Cold Calling

Here’s how to cure your prospecting problem. What’s to fear about prospecting? I use the referral system I developed 20 years ago. That may seem absurd today, but it was a creative prospecting strategy in 1995. Prospecting Creates the Same Fear Today.

#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem

No More Cold Calling

If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. Convert well more than 50 percent of their prospects to clients (most account-based sales pros report a conversion rate of 70 percent and more).

10 Sales Prospecting Quotes to Boost Your Sales Motivation

The Sales Hunter

Sales prospecting is where the salesperson makes their money. Here are 10 quotes of mine I use when I’m working with salespeople and companies on sales prospecting: Until you contact the customer, you haven’t done anything. It’s prospects that buy; not suspects.

Sales Prospecting: Are You Even Focused?

The Sales Hunter

Prospecting for sales is hard enough, but it’s made even harder when the strategy being used is either based on hope — or worse yet something like spraying and praying. I talk a lot about the need to have a very clear sales prospecting process.

9 Sales Prospecting Tools and Tips that Make a Difference

The Sales Hunter

“What are the sales prospecting tools you use?” Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. Networking is not prospecting. Schedule time each day/week to prospect.

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Rethinking Prospecting

Partners in Excellence

Prospecting is critical to our success as sales people. We constantly conduct prospecting campaigns–email programs about what we do, endless phone calls: “May I speak to the person in charge of copier purchases?” What if we changed the way we prospect?

Speed Dating with Your Prospects

The Sales Hunter

Most salespeople – and I’ll put myself in this group – set aside time during the week to make prospecting calls, including following up on leads, etc. To use these small windows of time to your advantage, do what I refer to as “speed dating with your prospects.”

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication.

It’s Not What You Say, It’s What the Prospect Experiences

Smart Selling Tools

This certainly explains why even when you have laid out decisive arguments for why a prospect would benefit from your solution, they don’t buy in the end. You can set the stage for prospects to experience aha! Let your prospect begin to navigate their way toward your goal.

Prospecting idea: have an idea

Sales 2.0

In a previous post I went on about how uninspiring (and ineffective) it is for a sales person to call a prospect to “just touch base”. When I was only selling and had been prospecting hard for a long time I started to feel that buyers had no problems. Prospecting

A practical guide to exporting your contact’s data from your CRM system

OnePageCRM

And if you have thousands of unsuitable prospects in your database, you probably won’t be able to sell to any one of them. So when your company is spending a lot of time and money on generating high-quality leads, you need to be sure that your CRM will give you complete control over this data, even if it means them allowing you to export it from their system. A CRM system which works for you: The value of CRM to a business cannot be understated.

How to Get Your Prospects to Call You Back

No More Cold Calling

This blog headline, “How to Get Your Prospects to Call You Back,” nearly sent me screaming out of my office. Getting prospects to call you back is deceptively simple. Your Referral Source talks to your sales prospect and gets agreement to meet with you.

Sales Prospecting Plan — Does Yours Work?

The Sales Hunter

How is your sales prospecting plan working for you? Unfortunately, this exemplifies the expectations of too many sales prospecting plans. How much time do you spend each day/week in the actual activity of interacting with prospects?

The Simple Test That Reveals Whether Prospects Will Actually Buy

Hubspot Sales

They’re the reps who can pinpoint the prospects who will buy vs. the ones who won’t, and spend their time accordingly. One of my favorite strategies to separate real buyers from casual ones is assign homework to my prospects. Here’s how to use this tactic to qualify your prospects.

Why Closing is Never a Problem in Account Based Selling

No More Cold Calling

Sales symptoms are prospecting traps. It’s prospecting that’s hard. Trying to teach reps how to close without addressing the broken links in your lead generation system will not yield sustainable B2B sales leads. What was their system for following up?

4 Sales Tips for Reaching Prospects by Phone

Score More Sales

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. Simple, quick, web-based research is extremely important when you are calling prospects.

7 Sales Prospecting Ideas That Work | Sales Motivation and Sales.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 7 Sales Prospecting Ideas That Work. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. If you aren’t positive about both yourself and what you sell, then how do you expect anyone you meet to even think about being a prospect? Voicemail as a Prospecting Strategy?

Are We Getting Prospecting Wrong? What Is The Customer’s First Impression?

Partners in Excellence

Prospecting and lead gen have become the dominant issues in many sales organizations. There are, of course, the ongoing challenges of making sales people understand they must prospect! Clearly, lead gen programs aren’t producing enough and it is irresponsible for sales people not to prospect. But this post is not about getting people to prospect. I want to address the issue of how we are prospecting.

7 Questions to Test How Serious Your Prospect Is About Buying

Hubspot Sales

Your prospects face this conundrum all the time. Although they’re intrigued by the results you cite, they’re also probably intimidated by the energy, time, and resources required to navigate the buying process -- not to mention, to incorporate your product into their system and processes.

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Sales Training System: Do You Have One? | Sales Motivation and.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Training System: Do You Have One? Do you have a sales training system you believe in? It never ceases to amaze me how few salespeople have a personal sales training system. Having a personal sales training system is as important as taking the time to exercise. Always be improving your sales prospecting and sales closing processes. prospect. prospecting.

Want the Inside Track on Your Prospects?

No More Cold Calling

I know that feeling first-hand, and so does anyone who prospects through referrals. Our job gets even better with referral introductions from people our prospects know and trust. Think about the last time you contacted a referred prospect. Get ready to catch the Referral Spirit.

Preparing for 2018

Your Sales Management Guru

During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”. Still others believed sales must prospect and any leads from marketing were simply “gifts”. Sales Management Systems

Half of sales reps view prospects’ Facebook profiles before meetings

SugarCRM

In our SalesTech survey , more than half (53%) of sales reps said Facebook is a valuable research tool when it comes to preparing for meetings with prospects. A third (34%) are also turning to Twitter to gain insight into their prospects’ likes and interests. When preparing for a meeting with a new customer or prospect, what websites do you visit to gather information about the person you will be meeting with? Most of us know by now that social media posts aren’t private.

4 Sales Tips for Reaching Prospects by Phone

Score More Sales

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. Simple, quick, web-based research is extremely important when you are calling prospects. Most likely you feel the same way, and more importantly, so do your prospective customers. Example: A marketing executive prospect works for an electric utility.

“Dear Occupant Or Current Resident….” More Horrible Prospecting

Partners in Excellence

I’ve decided to write a periodic series about bad prospecting letters. Fortunately, Outlook does a pretty good job a sending them to SPAM, so I don’t have to deal with the “I’m following up with the terrible prospecting letter I sent last week with another terrible letter.” This series, will focus on bad prospecting letters from people who should know better. You can read that here, “The Perfect Prospecting Letter (???)”