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    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 ...
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    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
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    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
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    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
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    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
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    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
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    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
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    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 ...
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    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
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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 ...
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    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
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    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
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    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
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    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
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    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
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    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
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    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
  • +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
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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 ...