Articles

How to find the decision makers at prospects

Getting to the Right Person

Articles, Qualifying, Strategic Prospecting /

One of the top questions that sales professionals ask when prospecting for new customers is, “How do I get to the right person?” I received this question from Pam, a medical equipment sales pro from Tennessee: “I have just taken a position in sales at a medical supply company selling imaging equipment. My only option is…...

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Don't waste time with prospects that are not going to buy

Don’t Waste Time With Prospects Who are NOT Going to Buy

Articles, Qualifying, Time & Territory Management /

Far too many salespeople believe that any prospect is a good prospect. Unfortunately, this way of thinking hampers their success and steals their golden hours. Each working day, salespeople across the globe are surprised to find out that after investing blood, sweat, and tears, and of course promises to the boss, the account they have been…...

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Prospecting success is driven by the goals you set

Harness Your Desire to Make Prospecting a Priority

Articles, Fanatical Prospecting, Mindset & Mental Toughness /

Every salesperson wants the glory and the big paycheck that results from closing big deals. However, before the glory comes the hard work. In other words, to be successful in sales, you have to take action first and the most important action you will take as a sales professional is prospecting. In sales, success is…...

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How to use public speaking to generate leads

An Almost Foolproof Lead Generation Strategy

Articles, Balanced Prospecting, Inbound Marketing /

The imperative for every hard-working sales professional is keeping the pipeline full of qualified prospects. Fanatical Prospectors spend as much as 80% of their time on prospecting activities. In sales, whether you are a hunter or a relationship manager, filling the pipeline with qualified opportunities is the difference between life and death. I don’t advocate a…...

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That bitch just hung up in my face

She Just Hung Up In My Face! Now What?

Articles, Mindset & Mental Toughness /

I was once working with a group of field sales reps during a Fanatical Prospecting Boot Camp. During one of the call blocks (We do live call blocks in our FPBCs), I decided to take a list of prospects and join in. We were focusing on setting appointments for face-to-face initial discovery meetings. On my…...

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Don't allow others to steal your positive attitude

Invasion of the Mindset Suckers

Articles, Mindset & Mental Toughness /

When you allow your mental discipline to slip, you become susceptible to mindset suckers. These are the whiners who trudge in each morning, complain about the weather, whine about the traffic, bellyache about the leads, cry about the support team, and cry on and on about how “nobody’s buying,” and constantly blame “they” for the…...

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The 4 Rights of Social Selling

The 4 Rights of Social Selling

Articles, Social Selling /

We’ve all had it happen. Some schmuck shares content in our stream, comments on a post, or litters our social inbox on LinkedIn, Facebook, Instagram, or Twitter with non-relevant, worthless junk. Sometimes you just shake your head and move on. In other cases, it pisses you off enough that you mute, block, unfollow, or report…...

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9 Reasons your salespeople won't prospect

9 Reasons Your Sales Team is Not Prospecting

Articles, Leadership & Coaching, Training /

Most sales teams—no matter how well they are performing—are being held back, in some measure, by prospecting deficiencies. Some sales organizations and entire businesses are failing miserably and prospecting is the root cause. 9 Issues Impacting Your Prospecting Talent. You’ve hired people into sales positions that do not have the talent and sales drive to…...

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