Comments on: 7 Ways To Be Better at Prospecting http://thesalesblog.com/2010/03/7-ways-to-be-better-at-prospecting/ The Sales Blog Tue, 07 Feb 2012 23:02:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: May 2010 Tourism Currents Newsletter - Let's Meet IRL (in real life) http://thesalesblog.com/2010/03/7-ways-to-be-better-at-prospecting/comment-page-1/#comment-6634 May 2010 Tourism Currents Newsletter - Let's Meet IRL (in real life) Sun, 22 May 2011 21:42:07 +0000 http://thesalesblog.com/?p=2996#comment-6634 [...] – you’ll also get to do some visitor prospecting and represent your destination to a bunch of smart, wired [...] [...] – you’ll also get to do some visitor prospecting and represent your destination to a bunch of smart, wired [...]

]]> By: S. Anthony Iannarino http://thesalesblog.com/2010/03/7-ways-to-be-better-at-prospecting/comment-page-1/#comment-2899 S. Anthony Iannarino Wed, 21 Jul 2010 20:09:48 +0000 http://thesalesblog.com/?p=2996#comment-2899 Thanks, Teo! We will have to agree to disagree on the topic of cold calling. There is nothing wrong with being conversational, but I am afraid that is code for not having to ask for commitments, an idea I vehemently oppose. Social media and Sales 2.0 are fine tools in the hands of a sales professional with the skills and abilities to create value, but waiting for people to find and call you is a great way to find yourself unemployed--or employed as something other than a salesperson Those of us who sell professionally know how to create interest by creating value; we don't wait for people to become interested. You are welcome to comment here, and you are surely welcome to your view, but it isn't anything I would dare endorse for my readers (nor would they endorse, I am afraid). A Thanks, Teo!

We will have to agree to disagree on the topic of cold calling. There is nothing wrong with being conversational, but I am afraid that is code for not having to ask for commitments, an idea I vehemently oppose. Social media and Sales 2.0 are fine tools in the hands of a sales professional with the skills and abilities to create value, but waiting for people to find and call you is a great way to find yourself unemployed–or employed as something other than a salesperson

Those of us who sell professionally know how to create interest by creating value; we don’t wait for people to become interested.

You are welcome to comment here, and you are surely welcome to your view, but it isn’t anything I would dare endorse for my readers (nor would they endorse, I am afraid).

A

]]> By: Teo Graca http://thesalesblog.com/2010/03/7-ways-to-be-better-at-prospecting/comment-page-1/#comment-2897 Teo Graca Wed, 21 Jul 2010 15:18:29 +0000 http://thesalesblog.com/?p=2996#comment-2897 I think this is generally sound advice (and I enjoyed the article), but I don't like the term "cold calling" and it's traditional meaning suggests an approach that I consider irrelevant. If at any point in your call, the listener feels a chill (the "cold" part where is sounds like you are reading something, the call is ruined. There are ways of scripting first time calls to new contacts into a "warm call" and this is the current best practice. This is done by keeping the call "conversational". Also, there are ways to get people to find and call you through social media sharing, which is what we do. When someone calls you, it is much easier to have a conversation, because you immediately know the person is interested, and you don't have to spend half of the conversation, as in a first call from you, warming the call. If you are interested in these subjects, click on my name above and review some of the content on that site. I think this is generally sound advice (and I enjoyed the article), but I don’t like the term “cold calling” and it’s traditional meaning suggests an approach that I consider irrelevant. If at any point in your call, the listener feels a chill (the “cold” part where is sounds like you are reading something, the call is ruined. There are ways of scripting first time calls to new contacts into a “warm call” and this is the current best practice. This is done by keeping the call “conversational”. Also, there are ways to get people to find and call you through social media sharing, which is what we do. When someone calls you, it is much easier to have a conversation, because you immediately know the person is interested, and you don’t have to spend half of the conversation, as in a first call from you, warming the call. If you are interested in these subjects, click on my name above and review some of the content on that site.

]]> By: Pete http://thesalesblog.com/2010/03/7-ways-to-be-better-at-prospecting/comment-page-1/#comment-1722 Pete Fri, 09 Apr 2010 20:32:21 +0000 http://thesalesblog.com/?p=2996#comment-1722 Talking about prospecting, we have a tool that finds the email addresses of prospects you've found on LinkedIn etc – it’s the biggest source of corporate email address formats - http://www.prospectfaster.com and it can really help people save time with the above process! Talking about prospecting, we have a tool that finds the email addresses of prospects you’ve found on LinkedIn etc – it’s the biggest source of corporate email address formats – http://www.prospectfaster.com and it can really help people save time with the above process!

]]> By: S. Anthony Iannarino http://thesalesblog.com/2010/03/7-ways-to-be-better-at-prospecting/comment-page-1/#comment-1272 S. Anthony Iannarino Tue, 09 Mar 2010 02:31:39 +0000 http://thesalesblog.com/?p=2996#comment-1272 Sorry, Erik. I hope you have a lot to worry about (but I am afraid that you don't)! Sorry, Erik. I hope you have a lot to worry about (but I am afraid that you don’t)!

]]> By: Erik http://thesalesblog.com/2010/03/7-ways-to-be-better-at-prospecting/comment-page-1/#comment-1268 Erik Mon, 08 Mar 2010 16:06:44 +0000 http://thesalesblog.com/?p=2996#comment-1268 Great post. Couldn't have said it better myself. Now quit turning people on to prospecting... you're going to limit my success :) Great post. Couldn’t have said it better myself. Now quit turning people on to prospecting… you’re going to limit my success :)

]]> By: Jeff http://thesalesblog.com/2010/03/7-ways-to-be-better-at-prospecting/comment-page-1/#comment-1225 Jeff Fri, 05 Mar 2010 21:24:55 +0000 http://thesalesblog.com/?p=2996#comment-1225 Another gem. Many times I've contemplated using scripts but have persuaded myself to avoid them in fear of sounding like a robot, when in fact I should be reading them over and over until they become a part of my comfortable vocabulary. Thanks for the advice! Another gem. Many times I’ve contemplated using scripts but have persuaded myself to avoid them in fear of sounding like a robot, when in fact I should be reading them over and over until they become a part of my comfortable vocabulary. Thanks for the advice!

]]> By: Andrea http://thesalesblog.com/2010/03/7-ways-to-be-better-at-prospecting/comment-page-1/#comment-1224 Andrea Fri, 05 Mar 2010 20:46:00 +0000 http://thesalesblog.com/?p=2996#comment-1224 Wonderfully written and executed post. Thank you for the reminder, and now I realize all along, after 15 years of service to my current company, I had been 'prospecting' all along. Now I can move forward with these relationships in another capacity elsewhere, and, take all points to heart with the new job. thank you. Wonderfully written and executed post. Thank you for the reminder, and now I realize all along, after 15 years of service to my current company, I had been ‘prospecting’ all along. Now I can move forward with these relationships in another capacity elsewhere, and, take all points to heart with the new job. thank you.

]]> By: Jill of Meeting to Win http://thesalesblog.com/2010/03/7-ways-to-be-better-at-prospecting/comment-page-1/#comment-1221 Jill of Meeting to Win Fri, 05 Mar 2010 12:25:19 +0000 http://thesalesblog.com/?p=2996#comment-1221 Great article. I think people try to avoid prospecting and use any "shortcut" to avoid it. This is a great list and good reminders for us prospectors! Thanks so much. Great article. I think people try to avoid prospecting and use any “shortcut” to avoid it. This is a great list and good reminders for us prospectors! Thanks so much.

]]> By: celius http://thesalesblog.com/2010/03/7-ways-to-be-better-at-prospecting/comment-page-1/#comment-1220 celius Fri, 05 Mar 2010 11:24:37 +0000 http://thesalesblog.com/?p=2996#comment-1220 Nice post. I elaborated on this topic myself just a couple of days ago. From my point of view it's basically structure in what you do, self-dicipline and a good way of getting referrals that's often the most important way to succeed with getting good leads. Nice post. I elaborated on this topic myself just a couple of days ago. From my point of view it’s basically structure in what you do, self-dicipline and a good way of getting referrals that’s often the most important way to succeed with getting good leads.

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