The real cure comes down to first of all believing in yourself and your ability to help others. If you don’t believe you are helping others achieve a better outcome, then little else will be a sustaining cure. Medical research…
Try to put yourself into your prospect’s shoes. What would you want to hear when you pick up the phone where somebody is interrupting your day? As a brief introduction, we experienced a really nice surprise recently when a prospect…
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…
Objections frustrate sales reps to the point of them developing some serious call reluctance. Don’t you wish that you, and your team, had a proven approach that actually works? Every month, I get emails from my readers asking me how to…
Prospecting is the price you have to pay in advance for success in sales and the income you want. -Jeb Blount In this episode of Level Up: From Agent to Entrepreneur podcast, featured sales guru Jeb Blount discusses: The basis…
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…
In this interview Jeb Blount and Douglas Burdett discuss why marketers and salespeople need to get up front and personal with proactive outbound prospecting on the Marketing Book Podcast. Here's what Douglas had to say about the interview: "It’s no secret…
Salespeople cultivate customers through prospecting and referrals; they convert customers into clients by establishing and maintaining a relationship that allows them to build a sense of trust. Times are tough – but as an old adage reminds us, “when the…
Succeeding in sales requires a lot more effort than it used to. I love watching sports highlights on television, especially segments like “Plays of the Month”. What always stands out for me is the effort a particular player made. Whether it…
First, get over the fact about how you don’t want to text somebody because it may cost them. If that’s your reason for not texting, then you are a member of the flat earth society! Those days are long gone…
I’ll admit it’s an individual call, dependent on any number of factors, but here’s the deal as I saw it. As a salesperson, I can’t make excuses and I have to be in control of my situation. Lousy salespeople are…
As a call screener, my job is to protect the time of the decision maker that I work for – so I need to make sure I’m not passing through calls that are going to waste our executive’s time. Getting…