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Prospecting


When their KPIs don’t recognize the importance of consistent prospecting follow-up to reach target contacts, you’re not only setting yourself up to lose a potentially good rep, you are also directly impacting your prospecting success.This attitude toward prospecting calls is why so many new business development reps and appointment setters fail. They give up too soon. by Kendra Lee Today I was working with a client setting KPIs (key...

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For both parties in this exchange, there is a lot at risk at this moment. This is why a collaborative selling approach continues to be important…This approach ensures that your mind is engaged, before your mouth. by Nancy Bleeke It’s often the “sticky” part of a sales conversation…when your buyer states the dreaded “but.” This is when you can make or break the sale the moment you open your mouth. Although the “but” can come...

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Planning and practicing are key elements for success…If you plan, practice and execute these habits proactively you will generate more meetings, more sales qualified opportunities and ultimately, more sales. by Marylou Tyler E-mail replies are showing up in your in-box. They’re in your targeted accounts. Or, you mapped into your target account, found-the-right-person and are working on scheduling your initial meeting. Or you...

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There’s a fine line between providing a prospect with information that will peak their interest and giving out vital information that they could potentially run with on their own. Giving away too much results in contacts having little interest or need to follow up. And that results in – you guessed it – total silence. by Kendra Lee One of the biggest challenges in selling is trying to keep contacts engaged when you’re prospecting....

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In sales, it’s easy to find other more critical things that need to be done – progressing real opportunities already in the sales funnel, writing proposals, checking in with current customers. If you don’t call, your prospects don’t care. In fact, they are glad you didn’t interrupt their day! by Kendra Lee Early in my sales career I sold to law firms, working directly with the senior partners to show them how technology could help...

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Instead of wasting your time trying to hammer the wrong people into meeting with you, why not just call enough people and find the ones who are interested now. by Laura Posey My mom is the best cold caller I know. She’s retired now but she was so good at cold calling she lost her job. That’s because she sold the entire inventory her company had available. (It was cemetery plots that time.) Seriously, she has sold everything from...

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