Selling has Changed, Yes That’s Right – Prospecting Rules!
Your prospects are now doing more with less. They’re doing the job of several people and are more stressed out than ever and that means that prospects are much less easily reached than ever before. Prospects are also less willing to engage; it’s a nightmare, they can find a lot of what they need on [...]
You Need to Create Your Company’s USP because Without One You’re Nowhere
It can be impossible to tell one company from another when they sell virtually identical products or services and that can be a real challenge when convincing your prospects to buy your offerings over the competitions. So you’ll need to show them how you are different, which isn’t always easy, but when you do it [...]
The Prospecting Dilemma
When you approach a new prospect, what do you have to offer? Whether you’re sending an email or cold calling, you need to grab the attention of your contact and make them want to talk with you. But too often sellers spew on about their product or lead off with a trap question that screams [...]
No Voicemail = A Missed Opportunity
Leave a voicemail? Don’t leave a voicemail? This is a question that sellers are passionate about. Many suggest not, but isn’t that a missed opportunity? I always leave a message because how else will they know that you want to speak with them? In today’s world where it’s acceptable to screen calls, you may never [...]
Cold Calling Isn’t the Only Way to Get Prospects
Not many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it’s the only approach to prospecting, but it doesn’t have to be that way. John was a managed services provider looking to grow his company. He created a cold [...]