Prospecting

The End of the Two Channel Pony

by Chris Arlen

A client I’ve worked with for almost 20 years and continue to do so – never returns my phone calls. Rarely will he return emails. Yet often within 24 hours after receiving […]

click to continue → February 16, 2015

Prospecting Deconstructed

by Chris Arlen

Prospecting is the hardest part of selling, everyone agrees. Even though there must be a million ways to prospect (or 23 ways), that still doesn’t make it any easier. It’s hard. So instead […]

click to continue → September 3, 2014

How to Prospect Like You Mean It – Using Target Profiles

by Chris Arlen

Can you quickly describe your target prospects in less than 50 words? So a new rep would know exactly who to sell and where – today? Target prospects are the ones you […]

click to continue → July 2, 2013

Referrals: 8-Steps to get Customer-Friends to Help

by Chris Arlen

Asking for referrals from a customer can feel like an imposition, even if the customer is a friend. But referrals can be guilt-free when you do the heavy lifting for them. Here’s […]

click to continue → October 31, 2012