Sales Tips >> Browse Articles

Browse Leads & Prospecting Articles

  • Rate

    Secrets of Lead Generation

    Secrets of Lead Generation
    Peter Drucker once stated that there is only one reason for any organization to be in business - the customer. CEO’s and entrepreneurs currently conduct myriads of activity to generate prospective clients. Organizations must function to create and develop customer relationships. Prosperous issues include sales promotions, direct mail, even cold calling. The practical issue is not the generation of leads; it ...
  • +2

    Use the News to Create New Opportunities

    Use the News to Create New Opportunities
    Several years ago, while scouring the business section of my local newspaper, I came to a screeching halt when I noticed a small headline. It read, "Local Firm Acquires eBusiness". "Very interesting," I thought. The company, an international manufacturer, was not in my targeted market segment - but this high tech acquisition certainly was. I committed to staying abreast on what ...
    Rated: +2
  • Rate

    Sales 2.0: A Mirage?

    It seems that most of the hype surrounding Sales 2.0 has been generated first by software vendors/social media evangelists and now by salespeople – but what do customers make of it all? Has anyone stopped to tell them what’s in it for them? Of course all of these tools (not necessarily new tools by the way) will help us find new ...
  • +1

    Are Your Collateral Materials Doing More Harm Than Good?

    Are Your Collateral Materials Doing More Harm Than Good?
    Marty was well into his conversation with a prospect that he cold called minutes ago. The conversation was going great and the prospect was responsive up until the point where Marty was going to conduct his needs analysis to determine if there's a fit. The prospect then asked the fatal question, "Marty, I'm in a bit of a rush now. Can ...
    Rated: +1
  • +2

    Heat Up Prospect Sales with Cold Emails

    Heat Up Prospect Sales with Cold Emails
    Email is arguably the most important sales prospecting tool to come along since the invention of the business card. Yet even as email has become essential to the way sales organizations function, many salespeople remain in the dark about how to harness this powerful tool’s full potential to open a dialogue with potential customers. h4. A Way to Connect with Customers ...
    Rated: +2
  • +2

    Getting in to See the Decision Maker

    Getting in to See the Decision Maker
    Early in my sales training career, I used to do about an hour on how to work with gatekeepers. Today, you no longer talk to live gatekeepers. Instead, you go straight into the prospect's voicemail system. Polite, patient executives who would never think of hanging up on you feel nothing when they delete your voicemail after one sentence. The typical businessperson ...
    Rated: +2
  • +3

    How Do You Measure Up?

    How Do You Measure Up?
    Are you a member of a sales department or a sales force? There's a big difference. Members of a sales department don't make much of an impression on the prospect and, as a result, make the next person look better. Members of a sales force are tough acts to follow. Consider figure skating. There are certain figure skaters - Peggy Fleming, ...
    Rated: +3
  • +8

    Fearless Prospecting In a Changing Economy

    Fearless Prospecting In a Changing Economy
    Successful prospecting in today's economy requires that salespeople make a paradigm shift in their way of thinking. This shift happens when you release your fear of rejection and satisfy your security instincts by putting your thoughts solely on the best intentions for your prospects. Only then will you be at ease when prospecting. Here are some tips to get you on ...
    Rated: +8
  • +1

    6 Ways to Bring a Dead Contact Back to Life

    You are ready for a spectacular year. The resolution has been made to strengthen your business relationships, attract more customers and advance your career. You began reviewing the list of prospects who said “No” to you in the past. Sure, they may have turned you down before, but you know that change occurs throughout the year - in the economy, in ...
    Rated: +1
  • +2

    The Best Times to Reach Prospect

    When is the best time to reach new prospects? When they are sitting at their desk, blank cheque in hand waiting for your call of course! All kidding aside, industry trends change and sometimes its difficult to know how and when to keep up. A recent study conducted by MIT and Inside Sales uncovers some of the surprising stats about when ...
    Rated: +2
  • +2

    18 Ways to Fill Your Pipeline

    When I am working with private coaching clients I note that ninety-nine times out of a hundred, a lack of consistent revenues is caused by a lack of consistent prospecting. A failure to prospect on a regular basis will inevitably result in irregular revenues, and inconsistent commissions. It's that simple. This is especially true when we're doing well. It can be ...
    Rated: +2
  • +2

    21 Ways to Bring in the Business

    21 Ways to Bring in the Business
    We've found the perfect marketing solution for you. First, close your eyes. Now hug your computer monitor. Using top-secret technology, we'll instantly transmit lists of bottomless-pocketed customers to your brain and your home-based business. Well, OK, maybe not. But it's not because we don't have the technology (only one more logarithm to go, we swear)-really, we want to help you help ...
    Rated: +2
  • +1

    Opinion: Why Is Everyone Buying Lists?

    Opinion: Why Is Everyone Buying Lists?
    Companies that sell lists of sales leads promise that if you use their list, you’ll gain instant access to the right person in your target company. These companies imply that with their list, you’ll learn more about your prospects before you pick up the phone. But, in fact, lists are not leads. Lists are lists. They may be a way for ...
    Rated: +1
  • +15

    Referrals Are the King of Marketing—But Not for You

    Referrals Are the King of Marketing—But Not for You
    Are you one of the more than 85% of all salespeople, professionals and business owners who are finding it difficult to get quality referrals from your customers and clients or, worse, have simply given up even asking for them? Is your pipeline hurting? Are you beating the bushes for new clients without success? Are you wondering how in the world you’re ...
    Rated: +15
  • +10

    Pump Up Your Pipeline with the 5 by 5 Referral Method

    Pump Up Your Pipeline with the 5 by 5 Referral Method
    You’re probably aware that it’s getting tougher to find qualified prospects and turn them into clients. It’s getting tougher to make your numbers, and to maintain, much less increase your commissions. Working the phones, sending out direct mail, faxing fliers, buying ads, haunting the halls of the chamber networking night aren’t producing what you need. It’s time to look inward. No, ...
    Rated: +10
  • +5

    The Value of Sales Leads: A Perspective from the Trenches

    The Value of Sales Leads: A Perspective from the Trenches
    Sales leads. Coveted by salespeople—and equally hated by them. Having worked in sales all my life, first as a salesman, then in management, then as sales trainer and consultant, I’ve had the opportunity to see sales lead generation from all perspectives, especially from the view of the salesperson and their immediate manager. Salespeople love leads. They crave them. They can’t get ...
    Rated: +5
  • Rate

    5 Steps To Get Business Today – And One To Avoid At All Costs

    You need more business! We’ve heard it loud and clear. In today’s economy many are struggling, but there are some who are doing very well. The key is the principles which one applies. Here are some important steps you can take right now to generate more business — and one to avoid at all costs. Apply these principles and notice how ...
  • +15

    Promiscuous Prospecting

    Promiscuous Prospecting
    "How many prospecting calls did you make last week?" That's the first thing my sales manager asked me every single Monday morning. I dreaded those meetings because they put me in a no-win position. I hated to lie, but if I told the truth I'd get in big trouble. My numbers were significantly and consistently below the sacrosanct corporate standards which ...
    Rated: +15
  • -1

    A Permission-Based Prospecting Strategy

    A Permission-Based Prospecting Strategy
    Lately, I’ve been getting a high volume of calls from sales managers and their salespeople struggling to meet their sales goals. So, let me paint you a visual of the typical scenario being played out through the eyes of a salesperson; one that you may be intimately familiar with. You’re on your way to work and during your commute, you’re thinking ...
    Rated: -1
  • +10

    A Candid Letter from Your Prospective Customer

    A Candid Letter from Your Prospective Customer
    Dear Seller, I only have a few minutes, but I understand you're interested in what you can do to capture my attention and entice me to want to set up a meeting with you. Let me say this loud and clear right now - you have no idea what my day is like. You may think you do, but you're missing ...
    Rated: +10