The busier the prospect, the better the prospect they are. I’ve spent most of my career owning business-to-business call centers and teaching people the tricks of the cold-calling trade. And we find this to be true across the board.
A few months ago, I was doing a three-part training for New York Life agents. In these types of training, you get to know each other during multiple sessions as you observe and interact. Well,
If you’re looking to move your prospects from possibility to purchase, it’s time to reexamine your sales funnel management. At the top of this metaphorical funnel are any people who could potentially buy. Then, as
Salespeople will do what they like to do, not what they need to do. If it’s uncomfortable to make cold calls, they’ll find a way to justify doing something else — like sending an email
We’re brainwashed to sort lists by letter and number. It’s like once we start singing our ABCs, we think that’s the best way to arrange everything. Unless there’s a number. Then we can’t help but
Nobody likes to be told no. We didn’t like it when we were three years old, and we don’t like it now. But what happens on cold calls? We get told no. So we avoid
You’ve got to make hay while the sun’s shining if you want success in farm equipment sales. And if you’re in the business, you know how true that is. Farming is seasonal — which means
The key to smart sales prospecting can be summed up in two easy steps. Do it. Follow up. And get both down to a science. But don’t worry — we won’t leave you to figure
In the early ’80s, there was a saleswoman who was awesome at selling mainframes. But really, she just walked into businesses and asked questions. Then she took their responses back to the engineers, they told
Ever played the game “telephone”? You know how it goes — you give someone a message, and they pass it on down the line. Maybe they think they heard you clearly, but by the time
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