News & Events
No More “Spray and Pray”: A Step-by-Step Guide to Effective Targeted Sales Prospecting
Some salespeople view prospecting as a numbers game. They reason that the more emails they send and calls they make, the more conversations they will have, and the more customers they will eventually sign. So instead of spending time customizing and personalizing their outreach for each individual prospect, they mass blast generic emails, and follow the exact same script on every single call.
6 Surprising Reasons This "Impatient And Difficult" Buyer Thinks Your Sales Approach Sucks
I'm willing to bet you don’t often have sales calls where the buyer tells you exactly how to close the deal, especially if they're “impatient, difficult and demanding” like this one says he is.
You’re probably thinking, “Aren’t all prospects impatient, difficult and demanding?”
Sure … if that makes you feel better. But how many of them take the time to tell you how to close them? None, right?
Salespeople, Here's What Happens When You Lie in Your Prospecting Emails
I recently received a prospecting email from a LinkedIn connection. We are mutually connected by acquaintances from my days on Wall Street as an equities trader.
He started off by saving, "Hi Dave," so I hoped the rest of the email would be personalized too. It wasn't. His greeting was followed by a form letter that he probably thought was targeted to his niche, but was so generic it obviously had gone out to everyone on his contact list.
The 6 Types of Presentation Styles: Which Category Do You Fall Into?
There's a considerable amount of conflicting advice floating around the internet regarding how to give the "perfect" presentation:
- Use a visual aid.
- Don't use a visual aid.
- Speak loudly so everyone can hear you.
- Speak softly, so people have to lean in and really pay attention.
- Start off with a story / quote / statistic / question.
More Articles...
- [Sales Process Checklist] 21 Signs Your Buyer Is a Poor Fit
- [Infographic] 50 Easy Ways to Become More Productive Right Now
- After You Ask This One Question, You Can Ask Your Prospect Anything
- The Bizarre One-Minute Game That'll Make You Crazy Good at Building Rapport
- 8 Small But Unforgivable Sales Email Sins
- 10 Tips to Make Your Sales Emails 10X More Effective
- 8 Biggest Errors Made When Implementing Strategic Alignment
- 5 Effective Sales Prospecting Email Templates You Can Start Using Today
- Increasing Prospecting Results: Is it My Job as Sales Manager?
- Learn how to market your business with Instagram’s 60-second videos
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