What works to get your attention, or what have YOU found works to get your prospect's attention? In all the noise and all the clutter you must stand out or your human-to-human connection will not ever take place. Once you…
Here are some insights that might help you and your team prospect more effectively. Most organizations want to prospect Fortune 1000 companies. While tempting, it can be a bit like boiling the ocean. After all, there are 1000 companies on…
Winging it is stupid. Top athletes and ultra-high performing sales professionals warm up and prepare BEFORE going into the game. What kind of sales call preparation gives you the competitive edge?
What can strike terror into the heart of even the most successful sales professional or entrepreneur? What can crush self confidence, destroy self esteem and leave even the most seasoned quivering with humiliation and defeat? The terror of cold calling.…
With a dirty list you can’t even begin to evaluate if your message is on target or not. Clean it up. Your lead generation email list is one of the top four factors that cause marketing campaigns to fail. This…
Ah, the life of a salesperson. Perpetually condemned to sleazeball status, pushing unneeded or unwanted services on prospects who have no interest in those wares, only to run off into the sunset with briefcases full of cash… In the 1987…
Overloaded Prospects? You meet with a new prospect and his/her guard is up. Their answers are short, and they pressure you to get to the solution and price without allowing you time to analyze their current situation. (It’s kind of…
I don’t know about you, but when someone tries to push, shove, coerce, chase me into buying from them….I RUN THE OTHER WAY. It all started with Sex and The City. One of the lines on the show was “He’s…
Salespeople sometimes treat LinkedIn like just another cold prospecting tool, and they end up engaging their prospects in a pretty abrasive way. A few weeks ago, I received a LinkedIn message from a user (let’s call her Sally) that I…
Here are some of my favorite screw-ups. Those funny stories that I have seen many of my fellow sales professionals make – me included. Ever realize how much you can learn from watching other people screw up? Sometimes I think…
Jeb Blount and Pat Hiban discuss what it will take to make 2018 your real estate business’ best year yet— setting solid sales goals and implementing better prospecting practices. In today's competitive climate, it is imperative for agents to have…
How do you know when it’s time to give up on a prospect and stop hounding them, especially when you’re tasked with drumming up new business? Sometimes it’s hard to give up on prospects who you’ve called, and called, and…