Tag: prospecting

The Gist:

• Prospecting isn’t easy, but it’s even harder with a poor strategy.
• Our only tool in sales is a conversation, making language a primary variable to success.
• An aversion to prospecting is often caused by horrible approaches to…

The Gist:

• There is no value in eliminating choices when pursuing clients and results.
• Choosing the right action often comes down to the context of your decision.
• Some of the choices you avoid may allow you to improve your results.

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The Gist:

• There is a lot of attention paid to the idea of Customer Experience.
• Even though we have the concept of the buyer's journey, the intention is to enable a conversion, a transactional view and approach that works for marketing.

The Gist:

• The "cold call" has been under attack since the advent of social media tools.
• Many mistakenly believe the medium is the problem and even the main source of customer complaints.
• The medium is never the problem; the approach is…

The Gist:

• Few problems are more persistent for sales leaders than improving their team’s willingness to prospect.
• Without accountability for the activities that result in new opportunities, growth will evade you and your team.
• Creating…

The Gist:

• The best strategy to improve low results from a lack of activity is more activity.
• Activity itself is less important than effective activity.
• Before you increase your activity, do the work to make certain it is effective…

The Gist:

• Prospecting challenges often come down to mindsets, skill sets, and tool kits.
• To produce better results, create better opportunities.
• To gain more meetings, improve your overall prospecting approach.

The Gist:

• Selling may seem never-ending, but actual sales tasks that produce results can get overshadowed.
• The two activities that exist within "The Line" of actual selling are prospecting and sales calls.
• Tasks "Below the Line" are all…

The Gist:

• The legacy approaches to prospecting that try to trick your prospect actually prevent you from getting meetings.
• Decision-makers who are time-starved don’t take meetings without being promised a value proposition that is…

The Gist:

• Producing long-term results requires doing the right thing consistently.
• Some results are not forthcoming on the first try, and some success is invisible at first.
• Keep doing the right thing, even when you can’t see the…