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Posts Tagged "prospects"


By Colleen Francis Smart, successful companies today recognize the power that results from bringing people together. They don’t settle for sales teams who operate in isolation. You will stand out, get noticed, and speed up sales if you organize client conferences and power lunches. Why? Because hosting events that encourage clients and prospects to network with each other allows you to leverage current relationships to build new ones....

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by Nancy Bleeke, Author of Conversations That Sell I cringed as I watched the ‘guys’ return to the sales office bragging of their latest sales activities in the iconic sales movie Glengarry Glenn Ross. (We had a very long drive south last week to move our daughter for college and I needed something to occupy my time.) I found it painful to watch the actor’s bravado, lies to prospects, and desperation about closing sales during the...

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by Nancy Nardin David and Matt have discovered that simplicity in sales matters, and as a result, they’ve hit the big time book lotto. I love to figure out how seemingly unrelated concepts can apply to the field of sales. In today’s blog, I’d like to ask for your input.   Here’s the subject. If you’ve ever bought something at a drugstore check-out you’ve probably noticed a small book called “Eat This, Not That!” The book is referred...

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When we are children growing up, it’s fairy tales and stories that shape our thinking, they trigger our imagination and fuel our creativity. As adults it’s not that different, we are always drawn to stories that we can relate to. by Monika D’Agostino In a consultative B2B environment we are often faced with a situation where we are selling the invisible. There is no physical product we can showcase when we are prospecting on the...

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by Jill Konrath Keeping in front of your prospects is essential for sales success. It often takes between 10-12 emails or phone calls before you actually connect. And, in most cases, they’re not ready to make a change. So how can you nurture prospects and keep in touch without being a pest? And, better yet, how can you contact prospects in a way that elevates your credibility? The key is to be a content curator — a person...

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