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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 [...]
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 [...]
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 [...]
Yes, sales prospecting can be made simple in 2 easy steps. You’re probably thinking,”On what grounds can he dare make a statement this bold?” Well, I’ve been around enough salespeople and I know from my own experience that it really does come down to 2 easy steps. Are you ready for them? First step is [...]
The number one item I get phone calls is sales prospecting. The problem is far too many people either do not have a process or the one they’re using is clearly broken. I’ve been blogging for the past several months extensively on the subject of sales prospecting. The best sales prospecting systems are those [...]
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