Archive: Prospecting
-
Jun 01, 2010
No CommentsIn challenging times, “velocity” matters!
Early this year I read an interesting article from John Cousineau’s blog entitled, “In Sales Productivity, Velocity Matters”. It was interesting and also described something that I believe wholeheartedly. The speed with which you act is the most important factor within your control! In good times this may seem to be less important, but when...
-
Jan 19, 2010
2 CommentsScariest question in the world
I saw this tweet from the Go for No people about just not being afraid to ask a question. I’d say it even stronger…..ask the question you are most afraid to ask. You know what the question is when you are talking to someone. You’ve probably tried to ask “around” this question a bunch of...
-
Jan 06, 2010
No CommentsPassing off from marketing to sales
I saw this blog posting on The Bridge Group’s website about when and how to transfer leads from marketing to sales. The post covered the topic well: how do you deal with “leads” generated by the marketing team and how do you manage the process of getting these leads to the sales team. The song...
-
Dec 14, 2009
No Comments5 ways to warm up Cold Selling!
I was recently reading a post from one of my favorite bloggers, Pat Flynn, entitled “Cold Selling Sucks – 5 ways to Build a Relationship With Your Traffic“. Pat’s blog, Smart Passive Income, is interesting because he is one of the few bloggers to be so upfront about the income he makes and from where. ...
-
Nov 30, 2009
1 CommentFeel the CRM
I saw this article in CIO Magazine about Salesforce, and especially Marc Benioff. We sent some people to the Dreamforce event as well, and we had some good ideas come out of it. I also went through some hiring recently and all the good qualified candidates had used Salesforce. More and more, it is the...
-
Sep 05, 2009
1 CommentTop 5 reasons why you prospect for new business within existing customers
Many times I’ve worked for managers who have truly believed that the best thing a sales rep could do to generate business was to make a lot of cold calls. Non-sales people often do really believe that is what selling is. Calling people you don’t know, who don’t know you, who may or may not...
