Cold Calling / Prospecting / Sales Tips

Lesson Learned… Remember To Qualify Your Prospects

https://youtu.be/PO7HkaWhAVg Not all leads are created equal. Just because someone expresses interest in your product or service doesn't mean they're actually ready to buy or are the best fit for your product or service. When someone first starts out in sales, they can get over excited for a new lead. They may not want to pass up on any opportunity, no matter how slim. However, sales professionals learn very quickly that not every lead is a qualified prospect. If you…

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July 6, 2022
Sales Tips

How Much Time Should You Spend Prospecting Sales?

My first sales job was prospecting… exclusively. All day, every day I looked for new clients. Maybe this sounds miserable to some of you, but it gave me an advantage in the long run. Where most people have a lot of different jobs competing for their time, prospecting sales was my only focus. I came away with some great insights that a lot of people never learn. Even though some people avoid prospecting in sales, it’s vital to sales success.…

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January 30, 2018
Sales Tips

Focus on the Sales Activities That Matter

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 or writing up a proposal. But when you’re focusing on sales activities, you need to dedicate time to the activities that matter — even if you don’t like them. Real, Severe Commitment There’s a difference in scheduling time and severely committing to something. I’m working…

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November 14, 2017
Sales Tips

What to Look for When Researching Prospects

We’re always talking about tools to use for research, but how should you go about actual research? Knowing what information to look for is as important as knowing where to find it. With these ways of qualifying prospects, you'll gain an edge when you make the pitch. Find Relationships As you look through LinkedIn or Facebook, find ways that you’re connected. If you’re in your prospect’s social circle, they are less likely to treat you negatively. Without connections, it’s easy…

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March 15, 2016
Management Tips

Top 4 Ways to Evaluate a Salesperson’s Performance

Evaluating a salesperson’s performance is one of the basic responsibilities of a sales manager. It’s also essential to company success. But how can you do it when sales cycles vary so greatly? If it takes months to close a sale, do you have to wait until those numbers post to see how your sales team is doing? In short, no. A salesperson’s performance is about more than sales. By tracking these vital signs of sales health, you can measure the…

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March 1, 2016
Management Tips / Sales Tips

5 Ways to Quickly Qualify Prospects

Having a steady flow of prospects who interact with you, and hopefully become customers, promotes your company's long-term profitability. To do that, you need reliable methods for qualifying prospects. And not all of them are created equal. Before exploring how to qualify prospects, however, you need to consider the size of your market and the segments of the market you serve. For example, an auto parts manufacturer might want to focus on marketing to larger car dealers that would purchase a large volume…

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March 31, 2015