Prospecting


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...

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3 Tips for Filling the Sales Pipeline with Social Selling – YouTube On this 15 Minute Webinar, Jeb Blount discusses 3 social selling tips with social selling phenom Laura Madison. Ad Age, Automotive News, and Edmonds state that Laura dominated automotive sales by leveraging social media. Get more information about Laura at http://www.lauradrives.com – Download two free chapters of Jeb’s new book, Fanatical...

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Perfect Practice Makes Perfect Sales


Posted By on Apr 4, 2016

Nothing good happens if you do the wrong things again and again. You must do the right things and avoid doing the wrong things if you want to get better and sell more now. by: Maura Schreier-Fleming Practice makes perfect, right? Wrong. You know if you’re an athlete that perfect practice makes perfect. Nothing good happens if you do the wrong things again and again. It is the same if you’re in sales. You must do the right things and...

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by: Susan A. Enns Do you ever wonder if your email was received? With today’s spam filters, it’s a valid concern! Sometimes an email gets through, sometimes it doesn’t, so really, how do you know? To keep your sales process moving forward, phone the recipient the day after your send the email and ask if they have received it. Regardless of the outcome, and even if you end up just leaving a voice mail referencing what you sent, your...

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Many of my clients ask me for advice about successful prospecting, especially when it’s something that their sales people are struggling with. Developing new business, prospecting, and cold calling can certainly be the most challenging part of the sales process.  After all, you are interrupting somebody’s day. It’s almost like being on a first date, testing the waters, making sure that there is alignment. by Monika D’Agostino...

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