Prospecting Archives - Page 3 of 3

Upgrade from Vendor to Value-Creator to Acquire New Customers and Close Deals Faster

General, Prospecting, Sales Process, Video / By Mike Weinberg

Salespeople face the harsh reality today that many prospects and customers treat and view them as nothing more than mere vendors. In many cases, it’s not the salesperson’s fault. The prospect’s system, buying process, or procurement department are all set up to diminish the seller’s opportunity to create value and differentiate him/herself. It’s the reality …

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Salespeople Need Fanatical Prospecting by Jeb Blount More than Any Book Today

Book Reviews, General, Prospecting / By Mike Weinberg

No, this post title is not an exaggeration, and, yes, I’m aware that I have two of my own best-selling books on the market. Even so, if you sell for a living, you must read Fanatical Prospecting now. Why am I so emphatic? Instead of trying to be creative, I’m going to answer that by letting …

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So Prospecting Ain’t Dead Yet and This Old Phone Still Works

General, Prospecting, Social Selling / By Mike Weinberg

I’m not gloating, but it is certainly a relief to see the social selling charlatans backpedaling a bit as their magic potion isn’t the be-all and end-all they promised. Amazing isn’t it? Everything has not changed. The sun still rises in the east, the Cardinals are in first place in the NL Central, and top-producers …

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We Can Find Your New Business Development Sales Problem Right Here

General, Getting In, Prospecting, Sales Process, Sales Weapons, Targeting / By Mike Weinberg

Sales is simple and so is developing new business. Your business may be complicated but selling is not. I get concerned when a struggling salesperson or sales leader starts a conversation by explaining how complex it is to sell his services/product/solution. Typically those who tell us how complicated selling is are either confused themselves or using …

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Telephone Prospecting Tip: Sell the Meeting Not Your Solution

Getting In, Prospecting, Sales Process / By Mike Weinberg

It’s been encouraging to see the phone making a comeback as a new business development tool. More and more sellers are getting serious about generating their own leads as they’ve realized that, in spite of the social selling “experts” dangerous preaching that everything has changed, prospecting is not dead at all. In fact, it may …

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Reap the Benefits of Selling with an Abundance Mentality

General, Getting In, Prospecting, Sales Process / By Mike Weinberg

It’s been an incredible year! I hope you feel that way, too. Recently, I spent time with two particular clients who would agree with that sentiment. These two companies could not be more different. One is a large global organization that I’m precluded from discussing publicly (but what I will offer is that I’m glad these …

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Stop Over Analyzing Your List and Get in Front of Strategic Target Prospects Now

Prospecting, Select, Uncategorized / By Mike Weinberg

I can make the strong case that a large percentage of the underperforming salespeople and sales teams I work with struggle because of lack of activity — specifically, lack of face-time and meaningful dialogue with the right contacts at strategic target prospects. There is nothing controversial about that statement, and I bet most gurus, executives …

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Killing Your Prospecting Efforts Talking About What You Do Instead of What You Achieve

Getting In, Prospecting, Sales Process, Sales Story, Select, Uncategorized / By Mike Weinberg

Tomorrow I’m headed east to work with a great new client. They’re a highly successful firm with many top-producing salespeople. It’s a fun change of pace to get called into a “healthy” sales organization looking to take its game to the next level versus a more typical engagement where things aren’t going so well when …

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Get In! Ask 3 Times

Getting In, Prospecting / By Mike Weinberg

They are programmed to say “No.” Most people don’t want to do what we do. Calling people you don’t know and asking them to meet with you isn’t something most folks daydream about doing. I’m not up for a comprehensive series of posts dedicated to proactive telephone coaching, but I would like to throw out …

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Prospecting

Prospecting

Upgrade from Vendor to Value-Creator to Acquire New Customers and Close Deals Faster

We Can Find Your New Business Development Sales Problem Right Here

Telephone Prospecting Tip: Sell the Meeting Not Your Solution

Reap the Benefits of Selling with an Abundance Mentality

Stop Over Analyzing Your List and Get in Front of Strategic Target Prospects Now

Killing Your Prospecting Efforts Talking About What You Do Instead of What You Achieve

Get In! Ask 3 Times

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