Think about the initial objective of your prospecting efforts. If you think the goal is to close a sale, deliver a presentation, submit a proposal or schedule an appointment, think again. Ask anyone who has to prospect or cold call in order to generate new business what their initial objective is when making that first …
Every company needs to have an effective and comprehensive system that consistently generates a healthy pipeline of prospects and customers to reach your sales goals. However, when it comes to prospecting and more specifically; cold calling, all of your efforts will be futile if you don’t make this critical shift in your thinking that will …
Developing an email template compelling enough to elicit a response from a prospect is hard enough. Unfortunately, this is only part of the challenge. What compounds this challenge are spam filters, firewalls and a slew of other devices that channel our innocent solicitation into the prospect’s spam folder or worse, the trash; never to find …
Winning Strategies for Email Campaigns Developing an email template compelling enough to elicit a response from a prospect is hard enough. Unfortunately, this is only part of the challenge. What compounds this challenge are spam filters, firewalls and a slew of other devices that channel our innocent solicitation into the prospect’s spam folder or worse, …
When prospecting, how much initial qualification is enough before taking the next step in your selling process? Discover how qualifying like a pro saves you time while allowing you to focus on the more promising prospects. I received the following question from a salesperson the other day who was struggling when it came to qualifying …
Watch the Video Salespeople wear their emotions on their sleeve. As such, your prospects will sense your reluctance or fear. A prospect wants to do business with a salesperson that’s excited about what they have, not someone who is struggling to promote their product or service. Rather than a sign of conviction, this can be …
Lately, I’ve been getting a high volume of calls from sales managers and their salespeople struggling to meet their sales goals. Does this sound familiar? So, let me paint you a visual of the typical scenario being played out through the eyes of a salesperson; one that you may be intimately familiar with. You’re on …
