Some Truths about Systems

Sharon Drew Morgan

Since folks are often surprised that my responses have such a sharp focus on systems, I thought it might be an interesting conversation to start among influencers. To that end, I’ve jotted down a few of my favorite ‘laws’ of systems that might help explain my intense respect for them.

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.

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

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?

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.

Prospects Aren’t Always Prospects

Sharon Drew Morgan

As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not true or we’d be closing a lot more business and wasting a lot less time following the wrong prospects. So rule number #1: need does not a prospect make. They eschewed the increased profit to maintain the system. And when we think they are excellent prospects, their purchase of our solution might butt up against their needs for stability.

Finding A Prospect vs. Creating A Prospect

Sharon Drew Morgan

You analyze names to prospect based on demographics, company size, job title. But a prospect is someone who WILL buy, not someone who SHOULD buy. You’re seeking a prospect who needs YOUR solution NOW. They merely want a well-functioning system (culture, company, group).

Tools and Tips for Outbound Sales Prospecting

Modern B2B Sales

Author: Ernesto Castillo In my last blog , I explained why account-based marketing is important in outbound prospecting and how it should be used for account profiling and prioritization. Ultimately, we are making inroads with our top prospects using our outbound prospecting process.

Off the Cuff: How to Actually Enjoy Sales Prospecting


Off the Cuff Interview Question: “Why would you rate prospecting high on the list of sales skills, and how could a salesperson come to enjoy it?”. I get it, prospecting is one of the hardest parts of sales. However, prospecting is key to sales success. Meridith Elliott Powell.

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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.

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30 Ways to Reach Prospects

Score More Sales

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Don’t be afraid to let them know that you feel they could be a great prospective client / customer.

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.


Sharon Drew Morgan

As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not true or we’d be closing a lot more business and wasting a lot less time following the wrong prospects. So rule number #1: need does not a prospect make.

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Opportunities Salespeople Overlook Because Prospects Lie


Issue #1: Prospects are liars. They triage any given quantity of sales leads looking for those most likely to survive (buy) in a short period of time; which leaves other prospects to feel ignored or slighted, and they die (buy from someone else).

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.

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!,

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Buyers Live in Systems

Sharon Drew Morgan

All buyers live in systems that must buy-in to a new purchase, regardless of the apparent need, and here is where sellers lose their sales. Let’s understand systems to begin with. A system is complex, adaptive, and eco-systemic. This is why your good prospects disappear.

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.

Avoiding Systemically High Resistance to Buy

The Sales Blog

Avoiding Systemically High Resistance to Buy is a post from: The Sales Blog | S. There are some buyers with a systemically high resistance to what you sell. You produce results by focusing on buyers with systemically low resistance to what you sell. A company has the worst kind of systemically high resistance when they don’t buy what you sell. In their minds, they are eliminating one of the biggest forces of systemic resistance to buying: relationships.

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.

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.

The Most Powerful & Profitable System For Closing More Sales Without Spending Another Dime On Marketing


For The First Time Ever Dan Kennedy Reveals The Most Powerful and Profitable System For Closing More Sales And Making More Money Without Spending Another Dime On Marketing…And You Can Attend This Live Video Training Absolutely FREE…If You Act Immediately.”.

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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.

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?

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.

Referral Prospecting Success–3 Ways to Achieve It


If you think a referral system is easy, think again. And referral selling only succeeds when you have a system in place to ensure that your salespeople ask for referrals on a daily basis. Spends less time prospecting and more time with customers. Has a prospect-client conversion rate of at least 50 percent (most clients report conversion rates upwards of 70 percent). Yet, fewer than 5 percent of companies have a disciplined, measurable, proactive referral system.

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.

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#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).

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.”

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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The ABCs of the Complete Marketing System

Buyer Zone's Lead Generation Blog

As new marketing technologies are created, businesses are given opportunities to make their marketing systems better. These technologies can help you build a complete marketing system that comprehensively covers all your marketing bases, such as lead generation and follow-up.

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.

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.

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.

Sell to Prospects to those who CAN Buy

Sharon Drew Morgan

By acting as if selling causes buying, we disregard the internal, private, idiosyncratic, systemic change management work buyers must do before they’ve got their ducks in a row and are ready; until then, they can’t buy regardless of their need or the efficacy of your solution.

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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

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?

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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.