There it is: the nemesis that has haunted you all your life: a CRM bulging with names and leads. You’ve got the entire pitch memorized, you’ve got a legal pad filled with ideas, prompts and the odd doodle. Yet, you hesitate. You stare at the address book...
Make a resolution to be more productive in 2013. Follow these 20 tips, and you’ll see your sales productivity will skyrocket. Learn a new sales approach Instead of getting stuck on one sales technique, keep your mind open and be ready to adapt to your prospect....
If you’ve noticed that the same salesperson is always at the top, it’s because that’s probably true. In fact, a study done by Harvard University found that 4% of sales reps make 94% of the sales in the United States. Are they just born sellers, or do they know...
A Foreword from the author: Outbound prospectors are the hunters of the business landscape. Our art requires a particular finesse that takes years to hone. Our targets and our tools constantly shift. The last decade bore witness to great change in the sales industry,...
Life as a salesperson would be great if all our prospects came from warm referrals. However, most of us don’t have large enough networks to rely entirely on referrals. That leaves us, at one point or another, with a list of names and a phone. So if we have to make a...
Has your prospect ever been in your database before? Find out if your prospect has had any relationships with your business in the past. Have they ever been a prospect before? How far into the sales cycle did they get, and why didn’t the deal close? For example, you...