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The Center for Sales Strategy Blog

5 Ways to Show a New Business Prospect You Care

show a new prospect you careThe things you do are often more powerful than the things you say. 

New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale? 

Topics: Needs Analysis sales strategy prospecting

4 Winning Approaches for Writing a Cold Email

4 Winning Approaches for Writing a Cold EmailYou found someone's email address online. Someone you've been looking to get in touch with for a long time. Now, it's up to you to write an email that'll get opened.

A cold email can be effective depending on your target audience's communication preferences. Follow these four approaches and you'll increase your chances for success — and your open rate.

Topics: email Sales prospecting

Do Your Sellers Need More Appointments with Quality Prospects?

quality prospect meetingWhat do the best managers do to get their salespeople to pick the right prospects? They become the gatekeeper. No prospect should ever get on a salesperson’s Target list until it has been fully qualified against a set of objective criteria, a target business profile.

When helping a salesperson determine a high priority prospect, ask them the following questions using the following criteria: Dollar Potential, Access, and Fit.

Topics: prospecting

The Link Between Healthy Habits and Healthy Pipelines

The Link Between Healthy Habits and Healthy Pipelines

Richard Branson, Mark Zuckerberg, Jack Dorsey, Mark Cuban — all agree that one habit is a key ingredient to success.

Practicing good health habits by eating right and exercising each day is what these billionaires, and 21 others, agree helped create the foundation for their businesses and financial success. Your habits and routines determine your success and your future. In order to see the true benefits of any effort, you must be disciplined and consistent.

The same holds true when developing new business. It takes that same effort and discipline to consistently create a healthy sales pipeline.

Topics: business development Sales prospecting

Using Industry Insights to Get in the Door

using industry insights to get in the doorHave you ever stopped and wondered how many other salespeople are trying to get a meeting with the same prospect as you?

It’s a pretty overwhelming number when you think about it. Day-in and day-out, decision makers are being bombarded with voicemails, emails, drop-ins, and various other methods your competition is using to gain access.

In today’s competitive marketplace, it’s tough to cut through the clutter. Leading with a compelling insight that you can turn into a valid business reason (VBR) is essential for your prospect to want to connect with you.

Topics: valid business reason sales strategy sales process prospecting

Elite Prospecting: 7 Tips For More Face Time + Established Credibility

elite prospectingTechnology has disrupted the traditional techniques we have used to approach prospects. Today, the most successful developers of new business have a smart and focused prospecting strategy.  They concentrate their efforts on a disciplined strategy that provides more appointments and more revenue. 

The shotgun approach of yesteryear is dead. Before technology disrupted our approach, we could sit down, call 100 prospects, and get ten appointments. Any mention of not having enough appointments was met by your sales manager with, “This is a numbers game! Sit down with the phone, and don’t quit calling until you get ten appointments.” 

Today that strategy is total folly. 

Topics: sales performance prospecting

5 Greatest Needs Analysis Questions You Can Ask Any Prospect. Not.

needs analysis questionsPerhaps you got excited when you read the first part of the headline.

I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist.

Sorry to burst your bubble.  

Topics: Needs Analysis Sales sales process prospecting

Write Prospecting Emails That Actually Get Replies

sales prospecting emailGOOD NEWS: 80% of professionals prefer to use email for business communication. 


BAD NEWS: With over 269 Billion emails sent every day, there's a lot of fierce competition flooding your prospects' inboxes.

So how can you, the stealthy salesperson, craft a genius prospecting email that warrants a response? 

Topics: email sales strategy sales performance sales process prospecting

We Lost the Business... Now What?

what happens when a prospect says noEven the best salespeople hear the word “no” from time to time.

You know how it goes; you did everything right. You built up some serious rapport, had that million-dollar idea, and presented a top-notch proposal. In the end, though, it just didn’t happen.

The prospect said “no.” NO! It’s never fun to lose, but how you handle these losses can make or break you.

Topics: sales strategy sales process prospecting

Don't Step Over a Dollar to Pick Up a Dime

Dont Step Over a Dollar to Pick Up a Dime

For every sales manager and General Manager, November and December are always interesting months. And the reasons why: it's the end of the year and it's BONUS month. It's the months to prod, cajole, incentivize, and yes, even beg the sellers to get out there and close the year strong!  

2021 is nearly over!

If you're only a few dollars short of getting your year-end bonus, you should do everything within your power to do so.

However, the fact of the matter is that most years, that's highly unlikely, improbable, and even impossible to reach that year-end bonus money. But even if that was the case, we should do everything within our power to squeeze every dime we can out of the year. Right? 

Wrong!

Topics: prospecting