Category: Targeting/Prospecting/Networking

Prospect Work With a Competitor? These Questions Could Change Their Mind

“Sorry, we currently work with…” Sound familiar? It’s a common response prospects give when salespeople call on them. The thing is, this isn’t the roadblock you may think it is.

What You Need To Know To Get Your Sales Calls Answered

Calls are the most direct way to reach a prospect. And, even if you get sent to voicemail, you know your message will be heard. But, just like everything in sales, though, there is an art to the phone call.

What NOT To Do In Sales

Sales articles typically dole out “to-do” tips to reps hoping to close more deals. But, what should reps NOT do if they want to make sales?

Easiest Way to Make a Sale? Top-down selling!

What does the Guggenheim Museum (a classic modern art museum in NYC in a building designed by Frank Lloyd Wright) have to do with sales success? They recommend you start at the top.

Need More Referrals? Read This!

Are you making the most of your network? If you aren’t bringing in referrals often, then maybe you aren’t using your network to its full potential.

Sales Triggers: How to Identify These Major Opportunities

Sales triggers are events that demonstrate a strong immediate need to buy. While some triggers may be obvious, many are subtle. Reps need to be able to recognize these triggers so that they can take advantage of the opportunity to create urgency.

Discovery Calls: Are You Asking These Questions?

Discovery calls are necessary to keep sub-par prospects out of your pipeline. Despite their importance, many reps don’t prepare to make these calls, preferring to wing it.

How to Write the Perfect Follow-Up Email

Reps everywhere have likely experienced awkward silence following a period of communication with a prospect. What happened? Why did the prospect suddenly stop responding? These moments can be tough because while you don’t want to come across as pushy, you’d like to continue the dialogue.

Are You the Reason Prospecting Calls End Badly?

When making prospecting calls, sales reps should expect to be hung up on every now and then. But, if you find it happening with frequency, it could be a sign that your strategy needs some tweaking.

The 5 Questions You Need to Ask to Create a Fruitful Discovery Call

First impressions are everything in sales. Your prospects have very little free time to spare for discovery calls, so you need to make yours count. Here’s how.

Cold Calling Isn’t Dead But…

Cold calling is a tried and true technique used by sales reps for years. While many in the industry say that cold calling is dead, others argue that’s simply not true.

The 30-Second Personal Commercial – How to Write It

When you go to a business meeting or are networking in general, you are on the lookout for contacts and prospects. Your commercial is the ability to provide information to create interest and response from prospects. It is the prelude and the gateway to a sale.

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