Get More Leads Into Your Pipeline With Better Prospecting Practices Most salespeople complain that they don't have enough leads. There is an easy fix for this problem. Start prospecting! There aren’t many certainties in selling. What works well for one…
The Cold Calling Conversation Dilemma You'll need to elevate your conversations to get busy prospects to talk to you on cold calls. When you approach a new prospect, whether by email or cold calling, you need to grab the attention…
When Telephone Prospecting Gatekeepers Happen Prospecting by telephone continues to be the most effective method of generating new business. It's also the fastest path toting get blocked by gatekeepers. Still, many salespeople complain loudly that they keep getting blocked by…
How To Open A Prospecting Call Besides being very busy, your prospects probably get a lot of sales calls every week, and many of them from your direct competition. So why would they want to talk to you? What can…
How To Design An Effective Sales Call Plan You are supposed to sell in such a way that people would prefer to work with you over anyone else. You need to be known, liked, and trusted. Look at your last…
More Advocates = More Referrals and Less Cold Calling An advocate is a person that will go out of their way to recommend you to their friends and associates. Build an army of advocates and you'll quickly have a bigger…
Build Relationships With Gatekeepers Tricks or tactics to "bypass the gatekeeper" may get you some surprise face time, but it's often at the expense of the deal. Winning over a gatekeeper can often be the major differentiator when you're in…
All Salespeople Use Scripts— Even You Sales professionals who are extremely successful have scripts that they use regularly and that they have honed over the years. Many sales professionals claim that they never use scripts and never would. Many take…
How To Sound Natural Over The Phone If you sell for a living, sooner or later you have to pick up the phone for prospecting, follow up, and sales calls. To be effective, you need to sound natural and confident.…
On cold calls, to grab attention your message and approach needs to be relevant. There are 5 questions to answer before you make that cold call that will help you develop a message that engages your prospect. At some point…
Your Prospect's Attention Span is Short It is super easy to lose your prospect's attention on a cold call. When you do, click . . . the call is abruptly over. When you make contact with a new prospect-either by…
Most People Hate Cold Calling - Here are Four Alternatives Some people think there is only one approach to prospecting, but there are alternatives to cold calling. John was a managed services provider looking to grow his company. He created…