Prospecting

  • How To Get To the Decision Maker (1/22/2014) - Are you struggling with how to get to the decision maker when you make prospecting calls? If you're getting blocked by gatekeepers and finding yourself tongue-tied when asked, "What's this about?", this sales tactic will help. One of the top… Continue Reading
  • Why Your Prospects Say “No” So Quickly (1/23/2014) - Prospects Say No, No, No--you tried prospecting, but cold calling is not working. You can reach decision makers, but the conversation fizzles and never gets started. "I'm not interested," you hear again and again. It's demoralizing. What's going wrong? Why… Continue Reading
  • Does Cold Calling Put You In a Bad Position? (1/27/2014) - One of my personal favorite rebuttals about making prospecting calls--frequently made by experts in fields other than sales training--is: "Cold calling puts you in a bad position." It does? I must have missed that memo. I guess if you don't… Continue Reading
  • Dave Kurlan On Phone Prospecting (1/31/2014) - Boston-area sales force developer has been winning awards for years because of his real thought leadership. His blog at omghub.com is one you should visit and seriously consider signing up for. Top Sales Article from Dave Kurlan On Phone Prospecting… Continue Reading
  • Sales Prospecting Claude Whitacre Book FREE on Kindle for Short Time (2/18/2014) - Sales Prospecting Claude Whitacre Kindle Edition Sales Prospecting: The Ultimate Guide To Finding Highly Likely Prospects You Can Close In One Call by Claude Whitacre is FREE on Kindle for the next couple of days. If you missed it, c'est… Continue Reading
  • I’m Afraid of Cold Calling (2/24/2014) - "I'm afraid of cold calling!" is one of the most common cries by people in Sales. Rationally, this fear seems incredibly silly. All you're doing is talking with another person. "But the rejection!" the salesperson comes back with. I have… Continue Reading
  • How Much Time Should You Spend Prospecting? (4/9/2014) - How much time should you spend prospecting? Nearly any sales trainer you ask will answer, "More than you are now." And they're right. Trainer Mark Hunter posted a video with this admonishment. But in a quantifiable number, what does that… Continue Reading
  • Join the Chamber of Commerce? (1/4/2015) - Join the Chamber of Commerce: are you considering this? Yesterday on an expert platform I answered the question, "Is it necessary to join the Chamber of Commerce?" The person asking wanted to connect with established professionals. Should You Join the… Continue Reading
  • How Do I Build a List (2/2/2015) - How Do I Build a List? I see this question frequently in business forums and on expert platforms. Business owners and salespeople are wondering how to generate a prospect list, and what to do with it. The process is much… Continue Reading
  • How To Set Sales Targets (2/21/2015) - How to set sales targets was a recent question from a new business owner. I appreciate that no one wants to pull a number out of the air. But how do you develop a revenue target that makes sense? Is… Continue Reading
  • First Marketing Piece [Business Newbie Guide Part 3] (4/9/2015) - First marketing piece: how do you write it? This is a big question for most business creators. And what do they do? Rush out and make a brochure. Whether it is online or on paper, this brochure typically talks about… Continue Reading
  • Where to Market [Business Newbie Guide Part 4] (4/19/2015) - Where to market? So you've made a critical marketing piece: now where do you put it? Just like a website without traffic, a report without readers or a video without viewers is a billboard in the desert. You need multiple… Continue Reading
  • Commission for Appointment Setters? (8/11/2015) - Commission for appointment setters is a common question when setting up the sales processes for new organizations. "What is the best commission model when hiring a sales person to sell digital marketing services to small businesses?" was asked on an… Continue Reading
  • Usage Stats Are Up! (9/26/2015) - Usage stats can be deceiving. I'm sitting here drinking amaretto-flavored coffee. A secondary flavor (almonds?) is supposedly flowing through its ground and dripped essence, but the amaretto is definitely coming through strong. I didn't ask for amaretto coffee. I would… Continue Reading
  • Qualifying Questions Explained (10/21/2015) - Qualifying questions are powerful things. They can let you blow past that beginning dance of "tell me what you want vs tell me what you've got" buyer and seller often do. Qualifying is a step frequently ignored by newbies in… Continue Reading
  • How Do I Get More Clients? (3/13/2016) - A very nice and well-meaning web designer just asked in an expert platform I'm a member of...how do I get more clients? My response: You have four jobs to do. 1. Attract/identify leads. 2. Qualify those leads. 3. Convert the… Continue Reading
  • Hard To Sell To? (5/21/2016) - Hard To Sell To: "Are {Insert Niche Here} hard to sell to?" is a common question I see; it was repeated again on an expert platform I'm a member of this morning. The truth is that no industry is "hard… Continue Reading
  • Qualify Not Close: Make Selling Easier On You (8/7/2016) - Qualify Not Close. You see a ton of emphasis on The Close in traditional sales training. Get that prospect in there, and BAM! Hit them over the head with The Close. Kill 'em like a squirrel in a deadfall trap.… Continue Reading
  • How To Beat The Holiday Doldrums (In Sales) (11/3/2016) - I hear a lot of complaining about the upcoming time of year regarding "holiday doldrums" sales and revenue. While I've discussed this idea before, I want to add a few action steps to the solution for you. First, let's remember… Continue Reading