We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. But I’ll argue it’s not good enough just to have more sales prospects. It’s more important to have “better” sales prospects. Too many salespeople waste time with people who they think going to be a [...]
It’s time for another one of my rants. This one is regarding cold-calling and websites. I’ve always been an advocate of cold-calling as part of an overall sales strategy. One piece, though, that it seems some people want to leave out — or worst yet, include in the wrong way — is the website. Let [...]
Remove your hands from the keyboard and step away from your computer, slowly. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Forget it. It’s not working for one very reason — you’re using the term “social media.” Social media is what kids use to [...]
I bet you didn’t know January is “Prospecting for Sales Month.” If you’re wondering who made it the official “Prospecting for Sales Month,” well, it was me. Yes, I decided if January can be “diet month” then it could also be something important with regard to something so crucial to your business. The reason I’m [...]
There are 5 secrets used by top-performing salespeople to get better prospecting leads. You would be crazy to not learn from these: SECRET #1: Best leads will always come from your existing customers. Never waste an opportunity to ask your current customer who else might benefit from what it is you’re selling. The key [...]
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