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  • +9

    How To Prospect Top Dogs

    How To Prospect Top Dogs
    In light of the downward move of our economy most of the sales organizations in this country are scared spit less. I hate living in fear. Bet you don't like it much either. What if you could earn lots more, in considerably less time and feel mightily successful when your competitors are so scared they're spazing out (haven’t used that phrase ...
    Rated: +9
  • +1

    Maximizing Trade Show Leads

    Maximizing Trade Show Leads
    There are many benefits to attending an industry trade show. You scope out the competition, network with potential partners and customers, get feedback from attendees on your products and services, and meet with media for potential news coverage. But one of the most important, tangible items every sales and marketing executive expects to obtain from a trade show is a qualified ...
    Rated: +1
  • +1

    The 4 Types of Buyers

    According to Merrill and Reid there are four personality types or social styles – Analyticals, Drivers, Expressives and Amiables – and all four have their own unique approach to business, their own language and thought processes etc. As a consequence, the very best sales professionals have become adept at recognizing which personality they are dealing with and adapt their approach and ...
    Rated: +1
  • +1

    The Cold-Call Debate

    The Cold-Call Debate
    There is a nine-step appointment-getting system in my book, The Accidental Salesperson. The system includes seeding a prospect with articles and then sending a letter. The letter introduces you and tells the prospect you are going to call. Finally, you dial the phone and call the prospect. It takes about 10 business days to work this appointment-getting system. A reader recently ...
    Rated: +1
  • +10

    21 Ways to Bring in the Business

    21 Ways to Bring in the Business
    Despite your desperate hopes and prayers, business isn't just going to wander into your business. You need to get out there and hustle, and we've got the tips to help you do it. The Basics 1. Create quality marketing tools. This doesn't mean you need to allot 75 percent of your budget to printing costs, presentation slides and a Web site. ...
    Rated: +10
  • +2

    What Buyers Want

    What Buyers Want
    Never approach a customer unprepared. According to a survey by Purchasing magazine, lack of preparation is the number one dislike buyers have about sellers, with a lack of interest or purpose following close behind. "Hello, your account has just been assigned to me," is blatant behavioral evidence that the salesperson is going through the motions. A better opening would be, "In ...
    Rated: +2
  • -1

    The Gatekeep Has Left the Building

    The Gatekeep Has Left the Building
    I’m tired of reading and hearing about how to get past the gatekeeper. Emails, articles, news flashes, blasts, webinars, podcasts—they make my blood boil. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. A waste of your time. And, really, who has time to waste? The gatekeepers—receptionists, administrative assistants, and executive admins—field calls for the decision-maker. ...
    Rated: -1
  • Rate

    The Laser Introduction: Meet, Greet, Sell

    "So, what do you do?" This question usually surfaces at some point during an initial conversation with a new acquaintance. Surprisingly, few people know how to respond or introduce their product or service in a way that builds their business or network, without appearing overly aggressive or desperate. You have probably been asked this question dozens of times. Often enough, the ...
  • +4

    Warm Up a Cold Call

    Warm Up a Cold Call
    I have seen many articles, blogs, and books professing to help sales people never cold call again. I like the idea myself. In fact, I wish people would give me business without ever writing a proposal or having another meeting again. Unfortunately as the old cliché goes: “Sales is a contact sport.” Networking, publicity, great websites etc. are all great tools ...
    Rated: +4
  • +1

    Build a Client Attraction System

    Build a Client Attraction System
    Nineteenth-century Danish physicist Hans Christian Oersted gave the world a legacy of discoveries, including one that all of us in sales today can appreciate. Hear me out here, I promise this will be worth it! Oersted discovered electromagnetism, which we can all credit as the basis for many of the comforts of modern life. However, there’s another angle to Oersted’s story ...
    Rated: +1
  • +9

    The Hatching and Pollinating Trap

    The Hatching and Pollinating Trap
    Two sales people I often meet are the hatchers and pollinators, they’re almost polar opposites in regards to their behavior but their motivation is often them same. Neither of them likes rejection, actually they avoid it like the plague. The Hatcher likes to try and hatch their group of prospects. They often have a short prospect list and are sitting on ...
    Rated: +9
  • +8

    Sales Prospecting Tips

    Sales Prospecting Tips
    Be Interested When meeting new contacts instead of trying to be interesting and entertaining be “interested” in them and be totally present and aware. People enjoy to be listened to and will often share more information and feel more connected to us if we have truly listened to them. This information can often tell us about their needs, values and long ...
    Rated: +8
  • +5

    How’s Your Elevator Pitch? Mine’s Pretty Good

    How’s Your Elevator Pitch? Mine’s Pretty Good
    Nobody seems to remember who first coined the term elevator pitch, or elevator speech, but I know it’s been around a long time, and I am often asked to help design such speeches for clients. An elevator pitch is a short presentation that you could deliver to someone in an elevator as it travels from top to bottom, or vice versa. ...
    Rated: +5
  • +4

    Treat the Problem, Not the Symptom

    Treat the Problem, Not the Symptom
    You'd be surprised at how often I hear, “My salespeople can't close.” I flinch when I hear sales executives tell me their salespeople can't close, and that they want a training program about closing the sale. Save your money. It's never about closing. Never. That's the symptom. The problem is the neglect the salesperson showed to all the activities needed during ...
    Rated: +4
  • +12

    The Seven Types of Prospectors

    The Seven Types of Prospectors
    Excerpt from Keith's best selling book on prospecting endorsed by Ken Blanchard and Brian Tracy! More here. In all of my years of training and coaching managers, business owners, sole practitioners, non-selling professionals and salespeople, one thing is for certain. Each person has a unique communication style and approach. That's a great thing and something I certainly encourage each person to ...
    Rated: +12
  • +8

    Is Your Follow-up Communication Guilty of Prospecticide?

    Is Your Follow-up Communication Guilty of Prospecticide?
    Like Angela Lansbury in “Murder, She Wrote,” I run into cases of murder everywhere I go. Unlike Lansbury who faced cunning villains who intentionally murdered, the cases I come across are unintentional, but with the same deadly results. Lansbury’s villains used guns, knives, and other assorted weapons; the killers I come across use words. She dealt with homicide; I deal with ...
    Rated: +8
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    And the Goal of Prospecting Is...

    And the Goal of Prospecting Is...
    Think about the intention or the end result of your prospecting efforts. It's probably not what you think. Lets refer back to the definition of prospecting. "Prospecting is defined as any activity or conversation you engage in to position yourself in front of a prospect with the intention to inquire, assess, discover, and educate so that you can determine whether there's ...
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    S.C.O.T.S.M.A.N.

    S.C.O.T.S.M.A.N.
    As I have highlighted in a number of articles dealing with opportunity assessment, having a tilt at every windmill that presents itself, is neither practical nor profitable. Qualification, is a core competency that every professional salesperson should take on board as quickly as possible. Working to the maxim that “All business is good business” is unrealistic and totally erroneous. It takes ...
  • +11

    Projecting an Expert Image

    Projecting an Expert Image
    Virtually every salesperson with any experience what so ever proclaims him or herself to be an expert in their field. Their business card, their fliers, their door hangers (if they use them), their cold calling spiel, their brochures, and everything else they have tries to communicate this expert status to prospects and clients. Why is everyone so anxious to get the ...
    Rated: +11
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    Get More Business Through the Back Door than the Front Door

    Get More Business Through the Back Door than the Front Door
    “The only way to have a friend is to be one.” Ralph Waldo Emerson It seems everyone is trying to get more business today—now more than ever. Yes, we in small businesses are constantly working the phones, pounding the streets and doing what we can to generate new business regularly. Today it is heightened because of the state of the economy. ...