Marketing Prospecting Up-Sell 
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. Before you can go setting up meetings, you need to figure out who you need to meet. Avoid banging your head up against the same wall over and over again. Humans, aka your prospects, don’t care about?your?problems
No More Cold Calling
MARCH 1, 2020
You’ll end up paying for it. She made it clear that she wasn’t the final decision-maker and said she would follow up. I always have a follow-up call scheduled before I send anything, but I didn’t this time. I trusted that she would follow up. Just make sure you follow up. Don’t ghost people. No response.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
No More Cold Calling
APRIL 3, 2020
Ram Charan, author of more than 20 books and consultant to CEOs, said in 2008 : “It’s counterintuitive but true that when the economy slows down, the pace of decision-making has to speed up, because you can’t put off the tough choices anymore. If You Freeze Up, So Does the Sales Pipeline. But “nothing” is futile thinking.
The Pipeline
SEPTEMBER 2, 2020
From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. How do sales leaders create and balance the core element of a fine-tunes prospecting machine?
Speaker: Mark Hunter, CSP, “The Sales Hunter”
Prospecting has never been easy and nowadays it has become even harder as people are responding less and less to many forms of communication. Too many salespeople give up too easily or turn to quick solutions that aren’t efficient, lasting, or sustainable. Turn a lead into a prospect. Determine the right frequency of contact.
The Pipeline
JULY 16, 2019
Not a moto for successful selling and retention, but maybe it has some purpose. The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. I asked the reps to tell me how they would respond to the question of what they sell.
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.
Advertisement
Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.
Expert insights. Personalized for you.
370 
Let's personalize your content