Category: Marketing

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Sometimes your prospect breaks up with you and you’re left wondering…why? Or worse, they’ve never wanted to talk to you in the first place.  “It’s not you… it’s me,” might take you back to some terrible high school break up. Every ac ...
Your time is valuable, as well as your prospects’. When you find a good prospect, you don’t want to lose them because you said the wrong thing.I want to equip you with seven things prospects want to hear. Keep these in the back of your mind as ...
Following up with prospects is crucial to closing. There are plenty of things that prospects like to hear, and can help make your follow-up more effective. I think we both know the almost impossibility of making a sale on the very first contac ...
When engagement increases, so do sales.If after the initial contact you lose sight of the plan, you could lose everything. And you can’t afford that. Cultivating a relationship with a prospect involves time and effort. But there are some simpl ...
When you’re ready to build, where do you start?If you’ve been following this blog series, you’ve learned some best practices for phone prospecting, as well as mistakes to avoid on the phone. Last week I shared some shortcuts to make things more ...
The phone can and should be an amazing tool for prospecting. I wouldn’t be sharing these tips every week if I didn’t feel I could really help you. I’ve gleaned this, and I’ve perfected these shortcuts over years and years of working ...
No one likes rejection. Prospecting is not for the faint of heart. But I believe that equipping yourself with the right tools can change not only your outlook on prospecting, but also your results. In my previous blog post from this series, we ...
When you need to pick up the phone to make a prospecting call, what do you feel–dread? Or determination?The phone has not gone out of style. I still think it’s a great tool for prospecting and really connecting with people. I’d like to sh ...
Phone prospecting doesn’t have to be so painful.There’s a special level of dread that many people experience with prospecting calls, both the salesperson and the customer. I know that it doesn’t have to be that way! There are tools and tips yo ...
If you want a good prospect, you must know–what is it you’re looking for? Just like seeking a spouse, a car, or a new home, you should start by having an idea of what exactly you’re looking for. If you’re going to cultivate a ...
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