Sales 2.0
OCTOBER 20, 2018
Mass email these days seems to mostly go into prospects’ spam filters (0.01% response rates etc.). Due to some people figuring this out the success rates of getting through to people via email and social media platforms seems to be dropping every year. One tactical idea is to go “retro”. Pick up a pen! Beautiful handwriting.
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. This is due to approaching two critical parts of the call in an unprepared fashion.
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Sales 2.0
OCTOBER 20, 2018
Mass email these days seems to mostly go into prospects’ spam filters (0.01% response rates etc.). Due to some people figuring this out the success rates of getting through to people via email and social media platforms seems to be dropping every year. One tactical idea is to go “retro”. Pick up a pen! Beautiful handwriting.
The Pipeline
MARCH 19, 2019
With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”. First, wanting to stay real and all, what they are really looking for is either a reason not to prospect or absolution from having not prospected for a while for all the wrong and usual reasons.
Engage Selling
SEPTEMBER 18, 2020
Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association meeting, or through old-fashioned door-knocking—is just not happening anymore. Thus, how do we prospect effectively during these difficult … Read More »
Sales 2.0
JANUARY 25, 2024
We may be entering a “new, new era” of selling—an era that takes us back to good old-fashioned relationship selling. This allows them to approach prospects as a true consultant with value to bring to every conversation. This is the kind of salesperson buyers have been asking for for years.
Sales 2.0
APRIL 6, 2014
My recommendation is go buy yourself some of these old fashioned retro note cards with your name on it. Buy yourself 50 of these cards and when you’ve got an important prospect through a handwritten note into your prospecting mix. Do you use business letters or handwritten notes in your prospecting? Conduct a test.
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