As often as you are able to deliver new insights that your prospect finds interesting, you can contact him/her. Contacting a prospect is never about sending the stupid note that says, “did you see my list email?” or worse yet, “I’m just checking in to see if you’re...
Here is excuse #32 for not prospecting: “I do all of my prospecting at networking events.” This ranks right up there with the village idiots who try to sell you the second you connect on LinkedIn. Thinking you can attend the after-hours mixer put on by your local...
How good are you at following up? As much as people struggle with getting prospects, it’s amazing how many potential prospects turn cold for one reason — a lack of meaningful follow-up. If you think follow-up means to send the prospect an email that says...
How many times have you had a sales call that you walk away from feeling great then turn into the customer going silent on you? We’ve all had that issue, and the typical way salespeople handle this is by thinking if they just send a great follow-up note...
A few months back, I had a specific problem in my business and I needed help. I began searching on the Internet and talking to others I knew about who might be the right person to hire. Over the course of a few days, I visited a number of websites and downloaded...
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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