Is your telephone approach to new prospects sounding a little “ordinary” these days? The purpose of your call may be to “find out more about the prospect's current needs,” but the prospect has heard it all before.
The Center for Sales Strategy, on December 21, 2012
Is your telephone approach to new prospects sounding a little “ordinary” these days? The purpose of your call may be to “find out more about the prospect's current needs,” but the prospect has heard it all before.
Mike Anderson, on December 19, 2012
We’ve all had the experience of showing up for a meeting to learn the prospect (or client) is not there. It’s easy to take this kind of a no-show as an insult… and assume the other party simply has no respect for your time.
Sophie Fry, on December 18, 2012
Handling an Account List is much like running a small business whose performance is the result of the owner’s initiative, resourcefulness and choices. As a business person it is important to identify which opportunities are subject to your influence…and then determine what actions to take to ensure that your influence will have effect.
Tina Rice, on December 17, 2012
A study of 21 million email messages sent in 2012 found that email opens and click-throughs have two “primetimes” per day—the first between 8 and 9 a.m., and the second between 3 and 4 p.m.
The Center for Sales Strategy, on December 14, 2012
Okay, so you're sitting down face-to-face with your prospect and you are ready to begin what you hope will be a productive conversation about their specific needs and challenges.
Dana Bojcic, on December 13, 2012
Mike Anderson, on December 12, 2012
What buyers fear most...
It is a difficult objection to express, because the buyer doesn’t even know what it is they’re afraid of.
Beth Sunshine, on December 11, 2012
The first in an 8-part talent development series!
Mike Anderson, on December 10, 2012
My question for you: Is your message important enough and smart enough to sit among the many other priorities on this person’s smartphone?
The Center for Sales Strategy, on December 7, 2012
If you want to be more successful in your prospecting efforts, you may first need to make a paradigm shift—rather than searching for new clients, focus on a client you already have, and then search for that customer’s true needs.
