Few things can take up as much time as spending time with a prospect that turns out to not be a prospect. Every time I speak, someone comes up to me afterward and shares with me their frustration with qualifying a prospect. Problem is we don’t realize it’s a...
In my exploration of 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone, I’ve reached #10: Don’t allow one rejection by a gatekeeper stop you from calling again. Persistence can and will payoff. I can’t say this enough. If we gave up...
If you’ve been following for the past few weeks, I’ve been digging into 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone. Today we’ve reached #9. I think it can be quite effective if the company you’re trying to reach is...
I can’t emphasize enough how beneficial it is to get involved in your community. Explore not only the local business schools at colleges, but also cultural events. By doing this, you will broaden your perspectives — as well as your talking points...
If you’ve been following along the past few weeks, I’ve been digging into the 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Here is number 7: Call at different times of the day or over lunch. Everyone takes breaks, and many times...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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