Is Technology Tanking Your Lead Generation System?

No More Cold Calling

Remember, prospecting is all about people. Not in your personal life, and certainly not in your lead generation system. That’s often a big part of a sales team’s lead generation system, and it requires you to be online. . Yes, these all have a place in a lead generation system.

8 Great Sales Enablement Systems


System One: Hiring. System Two: Training. System Three: Sales/Buying Process. System Four: Goal Setting and Budgeting. System Five: Forecasting. There is a sales axiom that not all prospects are created equal. Start this exercise with the sales team by identifying your top twenty prospective deals by customer. System Six: Performance Metrics. System Seven: Performance Evaluation. System Eight: Technology.

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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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 Your Sat-Nav System Could Help You Sell More

MTD Sales Training

Let’s say you’re going to visit a new prospect. Questioning Skills advanced questioning satellite navigation systemYou have all the details you need and you’ve prepared for the visit.

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High-Profit Prospecting

Your Sales Management Guru

High–Profit Prospecting. High-Profit Prospecting b y Mark Hunter, published by AMA (American Management Association) has laid out solutions to one of the top sales problems facing every sales organization. Time Management for Prospecting. book review-.

How to systemize the way your sales reps generate, manage and close opportunities


Sometimes there are outliers, like the prospective CFO is on vacation and will sign the deal as soon as he returns.

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

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.

Common Prospecting Email Mistakes

Quota Factory

Regardless of your role within the sales function of your organization, you undoubtedly use email as part of your prospecting and sales process. Another mistake that we see every day is a mix of fonts in marketing and prospecting emails.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

4 Measures To Find Out If Your Prospecting is Effective. KEN: We have a guest blog this week, during the past year, our research told us that “prospecting” was the #1 issue facing sales leaders. Once you have these details, prospecting can begin.

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.

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A Winning Game Plan for Writing Cold Prospecting Emails That Sell

DiscoverOrg Sales

As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests. To see exactly how to use event opportunities for cold email prospecting, here are four real examples of email exchanges that quickly became warm leads.

Don’t Interrogate Your Prospect, Use This Approach…

MTD Sales Training

The next time you’re with a prospect or customer and you want to find information, try this subtle but powerful approach. It would sound like this: Prospect “We really need to improve our cash-flow over the next few months, as we want to expand”. Prospect “Well, we have to improve the financial gearing of the company, so we’re making decisions in the short-term that will increase our bank balance”. Questioning Skills prospecting prospecting questions questioning techniques

“Old School Prospecting”

Partners in Excellence

We’ve been looking at how to improve their prospecting results. Sales people have to add to that by a lot of outbound prospecting. Others of us would immediately leap to the high volume/high velocity approaches to prospecting. We would have put dozens of outbound SDRs in place, and systems that enable them to make hundreds and thousands of dials a day. This client takes a dramatically different approach to prospecting.

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.

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.

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.

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.

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


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.

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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?

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.

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.”

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.

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.

Identifying Your Target Prospects

The Sales Leader

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.

If Data is Not in Your CRM, Does It Exist?

Smart Selling Tools

If data about your customers and prospects isn’t entered into your CRM, does it even exist?”. All of these tools — the ones mentioned above, as well as automated emails, dialers, content management systems, help desk apps, you name it — are producing a massive amount of “digital exhaust.”

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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.

How to Use BANT to Qualify Prospects in 2018

Hubspot Sales

The acronym BANT stands for: Budget: How much is the prospect able and willing to spend? Need: Does the prospect have a problem your product can solve? Prospect: “Not yet, but it should be finalized on Tuesday.”. Prospect: “My manager Sheila.”. What does BANT stand for?

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 Early Warning System—Are You Leveraging It?

Partners in Excellence

” I wonder, “Why does this seem to be a surprise, do people have the right measurement systems in place?’” If we are keeping the pipeline updated, we have the most powerful “early warning system” available to us. As sales people or organizations we need to answer these fundamental questions to be leveraging the funnel as an effective control or early warning system? The second half of the year has just begun.

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.

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).

AI: The Answer to the Ongoing Sales Content Dilemma

Smart Selling Tools

To move forward a sale, today’s digital-ready sales person needs to be prepared, trained, and ready to present that unique, extra valuable information that the prospect hasn’t just picked up online.

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?

Lifecycle Operations: Nurturing Customers from Prospect to Advocate


With lifecycle nurturing, it’s on operations professionals to ensure that this commitment echoes through the way engage with our customers, integrate our systems, and optimize our workflows. Guest blog by Ashley Coleman, Director of Marketing Operations at UserIQ.

Turn the Prospect into a Customer with the “Engagement Process”

The Sales Hunter

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. Let’s say you sell security systems for commercial buildings. Objective of the diagram is to get them to now see first-hand the operational aspects of the system.

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.