I’ve got bad news and good news about your prospecting call. The bad news is that, most of the time, regardless of how well you’ve done in the early stages of the prospecting phone call (right mindset, good voice tone, great start, and compelling, customer-issue-centered, value-dripping mini statement), it’s highly likely that the first request […]
Yes, it really has been a month since the last post in this series. My apologies for the delay; I have been sprinting (flying) toward Thanksgiving with events scattered from New Hampshire to Lake Tahoe, Philadelphia to South Padre Island, Chicago to New Hampshire, St. Louis to Boston, and Jersey City to Jacksonville in just
Telephone Prospecting Tips #3: Two Phrases to Get the Call Off to a Great Start Read More »
Prospecting is back! Who would’ve thought that good ole traditional prospecting and picking up the phone to proactively call (and interrupt) prospects (without permission) would become so popular again? Heck, for all the abuse and lies heaped upon prospecting and prospectors the past five years, I’m surprised that we even have phones anymore let alone
Telephone Prospecting Tips Article #1: Getting the Right Mindset and Attitude Read More »
Last week I led a two-day new business development workshop for a client on the west coast. What a treat to work with this company. Great culture. Proud heritage. Engaged executive team. True consultative sellers. Fun outspoken people. We had a blast. The two days flew by. During day one, we got into a “healthy” discussion about
A Perfect Pithy Quote About Prospecting and Leads from a True Sales Hunter Read More »
I love a warm lead as much as the next guy. And we can all certainly understand why most salespeople start at the bottom of their sales funnels and work their way up. That is the default mode of most sellers, right? They start their sales day by obsessing over the hottest deals in the pipeline
I had an experience with one of my client’s top salespeople that prompted me to break out a favorite Princess Bride quote. Like many of you, I’m tired of hearing from today’s nouveau sales experts that prospecting is Dead; that it’s foolish and stupid to even think about picking up the phone to proactively call a prospect
I love talking New Sales and this incredible interview just posted by Doug Burdett (The Marketing Book Podcast) may be my favorite conversation yet! If you sell in any capacity, lead a sales team, or you’re an executive in a company that needs more New Sales, please invest the time to listen to this powerful conversation.
My Best Practical Tips to Drive NEW SALES in This Powerful Podcast Read More »
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
Salespeople Need Fanatical Prospecting by Jeb Blount More than Any Book Today Read More »
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
So Prospecting Ain’t Dead Yet and This Old Phone Still Works Read More »
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
Telephone Prospecting Tip: Sell the Meeting Not Your Solution Read More »
