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How to Prospect in a New Industry

How to Prospect in a New Industry

You’ve been given a new territory, now it’s time to find a way to get business there.  Let’s go through 10 steps to be successful prospecting in a new industry. 1. Know your value.  What’s the solution you bring to your customers? We don’t sell a...
How to Contact the Right Prospects

How to Contact the Right Prospects

If we don’t prospect properly, there’s no way we can close.  Step 1 in the Sales Logic System is Contact. Of course, a clear subset of Contact is prospecting. Didn’t catch last week’s blog on the Sales Logic System? Click here to read the overview. Our close ratio...
Simplify Your Sales Process

Simplify Your Sales Process

Uncomplicate your sales process. Do you think our customers are eager to participate in an 8-step process? A 12-step process? Something I’ve noticed in the advent of ChatGPT and all these AI tools is it’s becoming even more complicated. It’s supposed to simplify the...
Why Prospecting Is a War

Why Prospecting Is a War

Don’t get hit by friendly fire. For many salespeople, prospecting is hard! Some struggle every day to make prospecting happen and unfortunately get hit by far too much friendly fire.  It’s time to be blunt, I’m on a mission to stop the damaging friendly fire too many...
The Top Sales Performer Playbook

The Top Sales Performer Playbook

Ever wish you had the insider secrets used by top sales performers? Wish granted: here are 10 secrets from the Top Sales Performer playbook.  How many of these habits do you already practice? More importantly…which ones can you improve? 1. Clear short and long-term...