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  • +5

    Make Giving Quality Referrals Easy for Your Client

    Make Giving Quality Referrals Easy for Your Client
    One of the critical parts of generating a large number of quality referrals, of course, is getting quality referrals as opposed to just getting names and phone numbers. But at times, despite your efforts go get quality referrals from your client, they simply cannot or will not think of anyone to whom to refer you. Nevertheless, you need not walk away ...
    Rated: +5
  • +2

    The Basics of Selling to the Government

    The Basics of Selling to the Government
    As the world's largest buyer of products and services, the Federal Government spends billions of dollars on military and civilian purchases every year. Government agencies buy just about every category of commodity and service available, from paper clips to janitorial services to complex space vehicles. h4. Contracting Goals To ensure that small businesses get their fair share, contracting goals have ...
    Rated: +2
  • +9

    How You Can Conquer F.E.A.R. and Capture Profits

    How You Can Conquer F.E.A.R. and Capture Profits
    Contrary to popular belief “FEAR” doesn’t mean “Forget Everything … And Run”! But, what are you supposed to do when negative thoughts creep in, force you to live in stress, and cancel out peace of mind? If you’re like most sales pros you’ll be tickled pink to know that fear can indeed be conquered. You can greet every single day with ...
    Rated: +9
  • +5

    What You Can Learn From Top Down Sales Strategists

    What You Can Learn From Top Down Sales Strategists
    The first question asked by those who are new to selling is, “I know the company I want to prospect. Who should I contact first in that company?” Seasoned sales pros respond to the rookies by saying, the most desirable contact is always, always, always the top decision maker. So, why is it when asked, “what job title do you call ...
    Rated: +5
  • +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
  • +3

    Horror Stories: Impressions That Failed to Impress

    Horror Stories: Impressions That Failed to Impress
    A great sales truism is that you never get a second chance to make a good first impression. Fortunately, as these Monster members learned, it is possible to make a sale despite a lousy first impression. h4. Facing Disaster Could you meet your clients the way Monster member tim_lex had to? My new company stressed professional appearance. After three weeks on ...
    Rated: +3
  • +2

    Succeed in the New Economy: Be Shrewd and Creative about Who You Target

    No one could hit a baseball the way hall-of-famer Ted Williams could. He knew there was a lot more to becoming a home-run champ than just swinging hard at every pitch. “To be a good hitter,” Williams once said, “you've got to get a good ball to hit.” Here’s a lesson in there for all of us as sales professionals to ...
    Rated: +2
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    Horror Stories: Involve Your Prospect in Your Sales Presentation

    Horror Stories: Involve Your Prospect in Your Sales Presentation
    In this horror story, rookie telecom rep Joe learns the hard way that it takes more than encyclopedic product knowledge to land the sale. Here's Joe's story: I was about to go on the first sales call of my life, and I was terrified! As a customer service rep for a company that sold telephone systems, I'd taken a call from ...
  • +1

    Mine Missed Sales Opportunities: Find a Silver Lining in the Dark Cloud of a Lost Sale

    Mine Missed Sales Opportunities: Find a Silver Lining in the Dark Cloud of a Lost Sale
    You’ve put in hours researching this account’s unique challenges, crafted a solution that perfectly addresses those needs, honed your approach and delivered a top-notch presentation. Now, finally, the decision is in — and you lost the sale. Before you tear out your hair, rend your garments and hurl your laptop out the window, remember that all is not necessarily lost. Professional ...
    Rated: +1
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    Social Networking and Prospecting: The Good, the Bad, and the Ugly

    I opened the email that said I had “won 35 MILLION DOLLARS” (yes, the email used all caps for that screaming at me effect!). It was about a lost bank account and they just wanted me — because I’m an honest person, of course —- to help them transfer it to my bank account. It was signed by some important-sounding guy ...
  • +7

    Be a Conference Commando

    Be a Conference Commando
    A conference is a huge opportunity to build relationships with extraordinary people -- people who might have a significant impact on your professional or personal success. To make sure you maximize the return on your (or your organization's) investment of time and money to attend, you can't afford to be a conference commoner. You have to be a conference commando. Here ...
    Rated: +7
  • Rate

    Managing Lead Generation

    Managing Lead Generation
    Part I, Active Networking For salespeople to be effective lead generators, they must have both active and passive marketing programs. Now (1) their marketing program must be their own -- not the company’s (although the two can be in sync with each other), and (2) they will do both, halfheartedly or not at all unless you the sales manager shows them ...
  • +9

    Steal Your Competitors' Clients

    Steal Your Competitors' Clients
    Sadly, despite all the advances in the fields of manufacturing and DNA research, there is still no new client factory. It's up to entrepreneurs to attract and retain customers, and all your most profitable future clients already exist. Many of them probably belong to your competitors, so it's up to you to persuade them to do business with you instead. This ...
    Rated: +9
  • +3

    How to Address Consumer Fear... As it Becomes the New Reality

    How to Address Consumer Fear... As it Becomes the New Reality
    You might be wondering whether your marketing efforts should adapt to the economic downturn. Should they address or ignore consumer fear? Worries and superstitions (which have been proved to decrease sales) get an extra push this month with Friday the 13th and the Ides of March, so we've asked George Belch, professor of marketing at San Diego State University, to ...
    Rated: +3
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    Successful Pipeline Management

    I have read a plethora of articles and blog posts recently on the subject of pipeline management, and whilst it will never be an exact science, it really is not that complicated. Imagine a bath filled with water, almost instantly the water begins to evaporate or can slowly seep through the plughole. Over a period of time the water level reduces ...
  • +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

    Reviving Prospects From the Black Hole

    Reviving Prospects From the Black Hole
    Have you ever had hot prospects who suddenly stopped returning your call? Then you know how disconcerting it can be - especially when they'd expressed so much interest in your product or service only days before. At first, you assume their lack of responsiveness is an isolated situation that will quickly self-correct. But after repeated failed attempts to connect, you start ...
    Rated: +10
  • +6

    Pre-Qualifying Works; Prejudging Your Prospects Doesn’t

    Pre-Qualifying Works; Prejudging Your Prospects Doesn’t
    To permanently eliminate any confusion, lets draw a distinction between what it means to pre-qualify and pre-judge someone such as a prospect. If you read my cold calling book, you know that I’m a strong advocate of pre-qualifying anyone before you invest your very limited and precious time in meeting with or speaking with them. Conversely, pre-judging someone is something ...
    Rated: +6
  • +3

    Secrets To Writing Killer Prospecting Scripts

    Secrets To Writing Killer Prospecting Scripts
    I've written, tested, re-written, tweaked, copy edited, composed, marketed, reviewed, and used thousands of telemarketing scripts over the last 26 years. I've written and used opening scripts, closing scripts, prospecting cold calling scripts, warm inbound scripts, closing scripts, rebuttal scripts, trial close scripts, initial resistance scripts, blow off scripts, qualifying scripts, etc.... Bottom line? Nobody writes better scripts than yours truly, ...
    Rated: +3
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    6 Tips to Target Qualified Sales Prospects

    6 Tips to Target Qualified Sales Prospects
    It's a common misconception that prospecting for new customers means contacting as many people as possible. The reality is that more calls do not necessarily generate more sales. Sales reps rarely get lists of potential customers that have been boiled down to real prospects. Tom Roth, coauthor of the classic management book, Creating the High Performance Team, explains in Selling Power ...