Category Archives: prospecting in sales

August 20th, 2015

Sales Prospecting Takes a Long-term View

sales prospecting long term

Sales Prospecting Is a Marathon, Not a Sprint!

It’s OK to want immediate results from sales prospecting. In an ideal world, every call would lead to an appointment and the start of a beautiful business relationship. A more realistic view, however, is one that recognizes sales prospecting as the long-term activity it most often becomes.

Too many people gauge sales prospecting success by the number of appointments scheduled. Yet, if your two-minute call only focused on getting in the door and your conversation didn’t cover any meaningful ground, you won’t be well prepared for any appointment that might result. So, your first meeting could easily be your last with that prospect.

I judge sales prospecting success by engagement, the kind of dialogue conducted, and whether I was able to gain a greater understanding of the prospect’s needs. Success is being able to take the next step in forming a relationship or, better yet, a partnership. An appointment may not come out of the first or second or third conversation. But, when I do finally get in the door, it will be because I have engaged the prospect in learning more about how I can solve the needs or problems at hand.

When you bring value to conversations and put the prospect first, it becomes easier to schedule follow-up calls. And your calls tend to get answered. At least, that’s been my experience with a high percentage of » Continue Reading.

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April 29th, 2015

Sales Prospecting Tips to Become More “Social”

prospecting tips

Sales Prospecting Tips to Become More “Social”

To be successful in sales, you need to be vigilant in sales prospecting and looking for new leads. How to do that in the most time-efficient way is the question.

One crucial bit of information is to know your retention rate of business. If you retain, say, 80% of your business each year, that means you lose 20%. That 20% of lost business is the minimum amount that you need to replace. Knowing this number helps you be more strategic in your prospecting.

Like B2B sales, the element of prospecting has dramatically changed in today’s mobile, social, and digital world. There’s a lot of talk about the ultra-informed buyer who uses the Web for research before ever contacting a seller. Well, two can play that game. The same tools are available to buyers and sellers alike. It’s the savvy user who works them to their advantage.

In my previous blog post, I offered prospecting tips targeted to using LinkedIn: Tips for Using LinkedIn as Part of Your Prospecting Strategy. But, LinkedIn is only one of many free social tools that can amplify your prospecting results. The following are a few others, and new ones are appearing on a regular basis.

Google Alerts: This free service from Google allows you to “Monitor the web for interesting new content.” You might » Continue Reading.

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