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 … Read moreHow Much Time Should You Spend Prospecting Sales?
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 … Read moreMake Yourself a Better Salesperson by Focusing on the Sales Activities That Matter
Richardson Group, an internationally recognized sales training and performance improvement company, just released their 2016 Selling Challenges Study. In polling 400 salespeople, 85% in B2B sales, they revealed the biggest sales challenges in prospecting, discovering client needs, and negotiation. Here’s what they found… but I don’t completely agree. What Salespeople Struggle With in Prospecting When … Read moreThe Biggest Challenges for Salespeople in 2016
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 … Read moreWhat to Look for When Researching Prospects
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 … Read moreTop 4 Ways to Evaluate a Salesperson’s Performance
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 … Read more5 Ways to Quickly Qualify Prospects