Dear Business Owner, all leads are created equal, but some are more equal than others. Well, not quite. More accurately, not all leads are equal. Some leads are hot, others cold. Others are suspects, and yet others, prospects. And...
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Your customer is also your prospect. Yes, you read that right. A customer can become a prospect. A prospect is a potential customer, and a customer is a potential prospect. Confused? Stay with me—we’ll unpack this in three points....
Optimize your prospecting efforts. Instead of looking for prospects, go to where they are. Today we look at sales prospecting made simple. This is especially important, if you are in B2C selling. For example, if you are selling lubricants...
“I need a salesperson that can sell. I generate leads for my team but their conversion is poor. Out of 100 leads they have converted only 3. I need a more exciting dashboard to look at. It also costs...
Is cold calling dead? The short, surprising answer to most sales people, is no. Does cold calling work? Oh, yes. This is the cold truth. Cold calling is alive and kicking; hale and hearty. And it is ruthlessly efficient....
When prospecting on LinkedIn, remain engaging not (I dare say, never) salesy. To easily prospect on LinkedIn calls for a strategic approach, consistent effort, and genuine engagement. Prospecting is the cornerstone of successful selling; it is the most important...
Don’t just qualify, disqualify sales leads too. Quit flogging a dead horse. It’s a waste of your limited time, it frustrates an already trying role (continual prospecting) and speaks more about you than the suspect. Yes, suspect. He can’t...
The benefits of prospecting to a salesperson. Wow! I never imagined having to write about this, thinking it was obvious, but alas! here we are. I’ve come to realize it is not obvious to many sellers. Four happenings last...
There are many lessons in prospecting from political campaigning, but I will confine myself to three. First though, prospecting is the never ending quest for qualified people to buy what you are selling. In the case of the politician,...
Prospecting is the most important step in selling. Yet many salespeople will complain when it is done for them. When you are handed a portfolio of existing customers to grow, celebrate. Yet, many sellers complain-especially if they are customer...