Tag: prospecting

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…

The Gist

• You can spend too much time researching your clients before you call them to schedule a meeting.
• Focus on research that will give you the ability to compel change.
• You should do more research after you acquire a meeting, to…

Every January, many salespeople come back to work after the holidays, sit down in front of their computer, open their inbox, and look for something to do. These same salespeople avoid calling their prospective clients, telling themselves that the…

I long ago gave up on trying to help people understand the superiority of cold calling over any other form of cold outreach. Several years back, the proponents of a “social only” approach to prospecting were certain that they had replaced cold…

In some cases, merely increasing a given activity doesn’t really help you increase your sales effectiveness. But when you’re in a slump, increasing your prospecting—especially picking up the phone to schedule meetings—is the best prescription.…

Yesterday, a sales leader asked me a question that sales leaders should ask more often: “How do I get my salespeople to prospect?” In this case, the leader explained, his sales force didn’t believe they should be calling their clients and…

I started making cold calls when I was fifteen years old. I left my job washing dishes at a large banquet center and started calling community leaders to ask them to host a bike-a-thon for a popular charity.

On my first job, I learned that it was…

There are very few reasons not to leave a voicemail when you are calling your prospective clients to ask them for a meeting. There may only be one reason you might hang up the phone without leaving a message. That reason is that you are going to…