There are 10 things you need to do before you begin prospecting. If you don’t do these 10 things, your chances of being successful at prospecting are zero. I guarantee it. If you haven’t checked out my book, High-Profit Prospecting, go read it. I’ll share ideas from...
1. Don’t start what you can’t finish. This is the first rule of prospecting. Too many people think if all they do is send out a bunch of emails or make a bunch of phone calls, prospects will suddenly appear. Key is to never put more into your pipeline...
You can’t take a Walmart shopper and turn them into a Nordstrom customer. It simply is not going to happen, but that is exactly what too many salespeople think they can do. If you want full price, you need to spend your time prospecting customers who can...
With technology and the ability to track information comes the risk of over complicating the sales process. I see this a lot with companies I’m asked to assist. They’re excited to show me how they’ve dissected the sales process. It has the feeling...
Do you have the number of high-quality prospects you need to not just make your annual number but exceed it? Before you answer that question, you may need to ask yourself if your prospecting plan is working as well as you need it to. Most salespeople would have to...
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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