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Posts Tagged "prospecting"


Stop Writing Practice Proposals

Stop Writing Practice Proposals


Posted By on Mar 2, 2015

When the price shopping prospect asks the salesperson to “put something together,” non-assertive salespeople go along to get along and invest time on writing proposals they have no hope of winning. They avoid rocking the sales boat and avoid truth telling conversations. by Colleen Stanley What is a practice proposal? Practice proposals are those time consuming documents created for prospects that have no intention of doing business...

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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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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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By Kendra Lee Recently, I heard a sales consultant tell a group of sales reps that they needed to forget about closing Q4 deals and turn their attention to laying the groundwork for 2014. The only value to Q4, this consultant argued, is that it presents an opportunity to get a jumpstart on Q1. And he was dead serious. I couldn’t believe it. Why would a salesperson treat Q4 any differently than the other three quarters of the year? The...

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