In a world that’s getting noisier by the day, the longer you wait to reveal yourself, the likelier it is that you’ll find yourself stuck in the visibility vacuum. For months (or maybe even years), you’ve been a high performer…
When their KPIs don’t recognize the importance of consistent prospecting follow-up to reach target contacts, you’re not only setting yourself up to lose a potentially good rep, you are also directly impacting your prospecting success. Today I was working with…
There’s a fine line between providing a prospect with information that will peak their interest and giving out vital information that they could potentially run with on their own. Giving away too much results in contacts having little interest or…
No matter what type of company you have, there is always a need to find new customers. That’s what sales prospecting is all about regardless of the fancy name you give it. Early in my sales career I sold to…
While you may want to stop prospecting, the reality is that you may not have enough in your sales forecast to generate the new business you need to make your sales goal for the year. But if you begin prospecting…
If no one opens your emails, then you have a problem! Use these strategies to turn your email campaign results around and generate higher quality leads. Even if you have a clean lead generation email list, if people never open your…
Choosing which one to employ depends on what you’re trying to accomplish. Once you’ve made that determination, the decision is easy. I frequently recommend using lead generation, and then in the next breath mention sales prospecting when we’re defining new…
At the end of the day, you want to make things as easy as possible for the prospect, not turn them into your admin. Last week I received an email from a very friendly sales rep who was trying to…
You are going to hear "no" every day. You can choose to let it beat you down until you are looking for another career path, or you can see the opportunity it affords you. In sales, we’re often trained to…
It’s December! For most sales reps and sales managers that means it’s crunch time for achieving your sales goals. With just weeks left in the year, you need to close sales fast, but don’t want to appear desperate. Here are…
To be truly successfully, your business needs to treat its email campaigns like it would any other sales mechanism – progressively providing the information that nurtures, educates, and builds trust with prospects so that they can fully understand the value…
All too often, companies are too quick to purge information that they feel is outdated without first consulting their sales reps. When Yahoo! announced a few weeks ago that it planned to deactivate user IDs that had been inactive for…
