Magazine Prospecting Tools 
Understanding the Sales Force
SEPTEMBER 14, 2014
Years ago, much of the mass marketing that didn''t appear in newspapers and magazines was in the form of direct mail campaigns. Then, in the mid 1980''s, the invention that would bring prospecting to the next level came along. We take today''s technology and selling tools for granted. They provide us with so many more options.
Sales 2.0
JUNE 29, 2014
If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. Find trigger events that show changes in your prospect’s environment, giving you a reason to approach them and potentially enough instability that they may switch vendors.
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SBI Growth
OCTOBER 21, 2012
A definition of latent demand is a prospect is unaware of a problem. When the prospect becomes aware of the problem, you win a sale. Active demand is when a prospect is going to buy something. The prospect’s task is to determine who to buy from. For example, Newsweek announced it is no longer going to print its magazine.
SBI Growth
JULY 3, 2013
Recently I was filling out a survey for Consulting Magazine. Join the shield wall with sales by providing them high impact marketing tools. The lowest hanging fruit today is Social Prospecting Tools. In today’s buying process, prospects are highly influenced by peer referrals. World Class profile set-up.
Pointclear
JULY 25, 2011
If there are so few hunters, then why are sales executives so eager to have hunters beating bushes to find new prospects instead of doing what they were naturally intended to do? The closer has a small set of tools that produce big results. Magazine, Investor’s Business Daily, etc. Because a closer is not a starter.
SBI
MAY 15, 2018
Game-changing sales organizations are utilizing KZO by adding custom, professional, and personal video to send to their prospects directly and they’re increasing their close rates. Conversica, a one-of-a-kind game changer, frees up human teams by engaging prospects in a two way conversation to identify true interest.
SBI
JUNE 26, 2012
Tweet In this month’s issue of Top Sales Associates Magazine , I had the great pleasure of being interviewed by Linda Richardson. Linda wanted to get my thoughts on sales tools and the role they play in today’s sales organizations. The first sales tool I used (other than a rolodex) was the GRiD Systems laptop. per minute.
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