Tag: prospecting

There aren't too many things more important in sales than gaining first meetings with your dream clients. Nothing happens until you can meet and explore change. This post is unlike my usual Sunday offering. Instead of my usual focus on personal…

What makes a call "cold" is that the person you are calling is not expecting your call. Because they are not expecting your call, you interrupt their day, even if they aren't doing anything important when you call them. You can never know who you…

There can be no doubt that making an effective cold call isn't easy. It isn't easy to get the contacts that work for your dream client's company to answer the phone, let alone agree to a meeting. When people ask this question, they are looking for…

The salesperson had just sent me his eighth email. The text of the email hadn't changed, except for a short line asking if I had read his earlier emails. I had indeed read his initial emails—all seven of them. I had politely responded to one of…

Prospecting is difficult when you don’t have a well-developed plan. The more specific you are about what you need to do and block the time to do it, the more effective you will be at creating new opportunities, building your pipeline, and…

There are over 4,000 posts here at thesalesblog.com, a large percentage of them about selling, particularly B2B sales, a good many directed towards the complex sales using a consultative sales approach. If you read blogs about sales, you are…

There are sales organizations with anemic pipelines and too few opportunities struggling to find growth. Some of these companies have decided to separate prospecting from the rest of the sales process, believing they will improve their sales…

The first rejection of your request for time occurs when you call your dream client to ask them for a meeting. The denial of your request is the result of offering too little value for the time you are requesting (if what you offered was valuable…

Most days, I am greeted by a LinkedIn message or email spam from a sales trainer, sales consultant, a salesperson who offers lead generation services, or someone who helps people who write books acquire clients. It is clear the person sending the…

Starting today, I am posting a series of posts on B2B sales dilemmas based on questions I receive from salespeople. This post, the first, is about a struggle that is real to anyone whose role requires them to gain a meeting, making it valuable for…