2002 Prospecting Tools 
The Pipeline
OCTOBER 11, 2021
He’s been helping entrepreneurs do this since 2002. Warren is the creator of The Business That Matters Playbook, a tool that automates and eases the strategic planning process so the entrepreneur and the team know exactly what to do and when. He’s also the founder and host of the podcast “The Business That Matters Spotlight”.
A Sales Guy
MARCH 30, 2021
It doesn’t address topics like closing or overcoming objections or prospecting or email writing. S**t, when it was written in 2002, LinkedIn wasn’t a thing, there was no “social” selling, and your sales stack was the yellow-pages. Remember, he published the book in 2002, 6 years before the Great Recession.
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The Pipeline
JULY 11, 2016
I think that in sales, for something to qualify as “new”, not swept clean or rinsed off, but truly new, it should have two elements, A) it should allow you to do something in a measurably more efficient way while leading to more prospect and/or sales; B) it should change your behaviour and how you execute moving forward.
SBI
SEPTEMBER 4, 2012
During the whole of the ‘90s and between 2002-2007 most sales organizations benefited from high demand for their products and services. boldly proclaims that the book is “the essential handbook for prospecting and new business development” and it doesn’t disappoint. They simply never had to learn how. The cover of “New Sales.
Partners in Excellence
FEBRUARY 6, 2019
AI offers great promise in helping better identify, segment, and target our prospects. For example, for years we have had analytic and marketing automation tools to better segment, better tune, and refine our marketing and content outreach to customers. We started qualifying/disqualifying prospects based on these criteria.
LeadIQ
SEPTEMBER 25, 2018
Feelings can be such a powerful tool with archetypes. Apple’s big campaign from 1997-2002 appealed to our internal tendency to support counter culture. If you pick a rebel brand, you’re cold emails and cold calls need to focus on changing the rules, and getting your prospects to join you in a personal movement to stick it to the man.
Hubspot Sales
AUGUST 27, 2020
Keeping your team members engaged, uplifted, and inspired is often far trickier than teaching them what to say on a connect call or in a prospecting email. A well-designed sales contest is one of the best tools in your arsenal. Many of these sales contests can be run simultaneously or within the same time period.
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