Prospecting

Tomorrow is officially back on the calendar. Businesses will dig out from sheltering in place. They’ll be coming from a feast of selling emergency services to essential businesses in the [...]

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 one of my [...]

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 [...]

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 want today – [...]

How often do you waste time on a prospect that is really a suspect? That’s time lost with as much chance for a sale as a snowball on the sun. You can’t chase every suspect you come [...]

There’s a sales practice of cold calling prospects until no response, and then leaving a voice mail with the hope they’ll call back. You don’t return those voice mails, why [...]