Category: Sales

1233710 / 364 POSTS
You can fill your prospecting pipeline with a lot of ‘leads’, or with quality prospects. Clogging your pipeline with bad leads that can’t or will never become customers costs you in lost time and lost money. I believe there are some ways to en ...
Are you satisfied with the status quo? Or do you believe you can do more, be better, aim higher?I believe that with a little self-evaluation, you can draw a lot of valuable conclusions. Successful prospecting demands growth and learning. Undoub ...
Does your lead even qualify as a valuable prospect? Your time is valuable. Your skills are valuable, too. So before you get too cozy with any lead in your pipeline, it’s worthwhile to take a moment to evaluate. Is this a prospect I can move for ...
What does your LinkedIn profile say about you? LinkedIn is not only a tool for you to showcase yourself, but more importantly, how others can find you. Of course, LinkedIn has its own search function, but remember LinkedIn is also connected to ...
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 ...
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