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Prospecting for sales is hard enough, but it’s made even harder when the strategy being used is either based on hope — or worse yet something like spraying and praying. I talk a lot about the need to have a very clear sales prospecting process. Just as important the need to be focused in following [...]
It happened earlier again today. Among the hundreds of emails I receive each day — both solicited and unsolicited — came what I’ll call the “stupid email of the day.” If you’re going to prospect via email, don’t go putting out an email that says “just checking in.” Come on, get real and quit being [...]
Let’s not kid ourselves. The vast majority of phone calls go to voicemail. Because of this reality, if you intend to use the telephone to develop sales prospects, then you have to be able to use voicemail effectively. The biggest mistake people make when leaving a voicemail message as part of their prospecting strategy is [...]
It’s time for me to once again talk about the importance of you attitude. Sales prospecting can be very difficult, but why make it any harder on yourself by having a bad attitude? Too many salespeople fail to realize how much they’re destroying their sales prospecting results due to their attitude. It starts by not [...]
How is your sales pipeline doing? Is it turning out the types of leads you need or is it merely junked up with stuff you don’t realize is junk? Too many salespeople keep leads in their sales pipeline that have zero potential of every resulting in sales, but they do this just to give them [...]
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