Find Balance in Prospecting Research to Improve Your Team’s Sales Metrics I know a sports executive who has been president of an NBA team and an NHL team. With all the heavy lifting this person has to do—running marketing, sales, business operations, building a new stadium—sometimes social media isn’t number one on their priority list. …
Contrary to popular belief, sales prospecting is not dead, and cold calling is not the boogeyman everyone has made it out to be. Don’t get me wrong. I think picking up the phone and calling people you don’t know so you can sell them something that they don’t want is a colossal waste of time. …
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In an earlier post, I cited an example where Jessica had unsuccessfully tried a few times to engage a prospect during her sales opening. Yet when she asked a question that cut to the heart of her contact’s problem, Jessica’s sales starter got her contact’s attention. And it earned her a meeting!
Personal Branding Online Can Make A Difference Here’s something I overheard one of my inside salespeople say when we ran a call center: “My prospect won’t even give me the time of day. If he knew more about me and my offering, I’m sure he would be willing to talk.” The internet gives us an …
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