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Prospecting


“I used to send a hundred template emails and get no response. Now, I take that same time to send 10 strategic cold call emails with ample research and will get 5 responses.” by Jill Konrath Daniel McLellan shares how he “closes” his emails in a recent message to me.  It is much better than what I recommended in my new Ultimate Guide to Email Prospecting. Why is it better? The person on the other end feels like...

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I decided to write this blog, because there is a pattern here, and readers of my articles know that I usually pick topics that showcase common mistakes or misunderstandings. Not being interested in a service is very different from not being qualified.  Sales professionals need to do their research. by Monika D’Agostino The other day I got a connection request from LinkedIn. The person’s profile was very scarce, because the...

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You can be the greatest salesperson in the world, however, if you call on prospects that don’t match your demographics or psychographics, you are going to be busy and broke.  by Colleen Stanley It’s the beginning of 2015. There are new sales quotas to achieve and opportunities to develop.   One of best ways to ensure you will hit your quota is to fish where the fish are biting. This is the time of year where sales professionals...

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8 Keys to Unlock Your Sales Potential

8 Keys to Unlock Your Sales Potential


Posted By on Oct 30, 2014

If you, your business or organization is seeking to expand its sales training and development, here are some key suggestions to ensure that you are doing this education the right way meaning you are getting “more bang for the buck.” Guest post by Leanne Hoagland-Smith Sales training will be one of the few training and development areas that will experience an increase in expenditures according to a recent report. With the...

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Don’t Ignore These 5 Warning Signs

Don’t Ignore These 5 Warning Signs


Posted By on May 29, 2014

By Jill Konrath This article is an excerpt from my sales book, AGILE SELLING. To learn more habits of successful, agile sellers, order your copy today. Hope is rampant in sales. We need it to keep going – but we also need to avoid being fooled by false hope. The longer a deal stays in your sales pipeline, the less likely you are to ever close it, even if your prospect claims that he or she desperately needs your offering. ...

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By Jill Konrath Decision makers don’t care about your product’s speed, specifications, or efficiency. They don’t care about the wonderful methodology you use. Your offering is simply a tool. They care only about the results your offering delivers for them. Buyers are particularly attracted to phrases that are linked to their business goals and objectives. Start speaking in these terms and you’ll definitely...

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