Definition Marketing Prospecting 
No More Cold Calling
MAY 14, 2020
You definitely need to ask for referrals to receive them at scale. When the market is on an upswing, our customers and prospects may be focused on a whole host of things. Salespeople score meetings with qualified prospects in one call. Todd suggests we can actually read our customers’ minds. Was I wrong? Yes and no.
The Pipeline
AUGUST 24, 2020
I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example. A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls? Many will tell you that their data has pinpointed the best day and time to make prospecting calls.
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The Pipeline
SEPTEMBER 14, 2021
Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. The people without needs or problems, which is most of the market, will think and answer no.
Sales 2.0
JULY 8, 2022
This post describes a framework that I have found over the last two decades can really change the math on prospecting. Humans, aka your prospects, don’t care about?your?problems Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Your prospect decides to do?
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As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play.
The Pipeline
NOVEMBER 19, 2020
Your prospects sure don’t! Oh ya, the marketing team that “developed” the “value prop” does. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. Prospecting consists of regaling anyone who’ll listen with that value prop.
The Pipeline
JUNE 22, 2020
One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. You need to accept that prospects are not buyers, which is a good thing for us. Prospects are entirely different than buyers.
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