The Reality Of Prospecting Rejection
Talk to any group of sales people and ask why they don’t like prospecting, specifically cold calling, and rejection is at the top of the list. In actual fact, it should say fear of rejection, because...
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Speak with Your Face
Do your words match the message your face is sending? I’m constantly amazed at the number of times I run across salespeople who clearly don’t believe what they’re saying. It is easy to spot in the...
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What’s the Experience, Really?
I don’t think a day goes by when I don’t read about companies touting how important it is for them to deliver a stellar customer experience. Think Apple. I also hear executives from companies,...
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If In Doubt, Make the Call! Sales Prospecting Strategies that Work!
If in doubt, make the call. It’s time to put to rest the belief that unless you know exactly what it is you want to say to a sales prospect, you should not call them. The problem I have with this is...
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Is Your Inside Sales Team Married To The “Top-Down” Sales Approach?
I was recently reading a comment posted on Linkedin that really caught my attention. The comment was in response to a question about how to get through gatekeepers in order to get in touch with...
View ArticleWhen It Comes to Prospecting, Don’t Start What You Can’t Finish
A huge mistake people make when prospecting is they think they’re being efficient by making a bunch of calls or emailing a group of prospects once and then thinking that qualifies as prospecting. The...
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Sales Prospecting: Less is More!
Recently I was talking to a salesperson about their sales prospecting process. One of the questions the person asked me was how many people should he be trying to prospect at one time. I asked him...
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Never End a Sales Call With “I’ll Send You Some Information”
You might as well play the lottery if you think this is going to payout for you. This is especially true if it’s you, the salesperson, who has offered the idea up to send the prospect some information....
View ArticleSales Prospecting in Two Easy Steps
The number one issue people have in sales is sales prospecting — trying to find new customers. I think it ranks ahead of closing, negotiating and every other part of the sales process. With that said...
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Humanity Still Rules! And Why It Makes For Better Sales Prospecting Emails
Speaking like a normal person when leaving a voicemail message generates more responses. Good emails follow similar guidelines, so here are some tips that are tailored to the written, rather than the...
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