Category Archives: sales prospecting tips

March 1st, 2016

Six Thoughts on How to Sales Prospect More Effectively

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When I first started out in sales, I didn’t expect sales prospecting to be so tough. I was a bit naïve and expected more instant success. I wasn’t prepared for strong objections and rejection.

I wish someone had said to me beforehand, “Look, this is going to be hard. You’re going to get knock-backs and rejections. The win rate is going to be low at first; you’ve got to expect that.” Now, I know how tough prospecting can be. If it’s not page one of the sales manual, it should be.

That’s why I’ve prepared several posts to help sales professionals improve their sales prospecting. In Four Tips for Better Sales Prospecting and Five More Tips for Even Better Sales Prospecting, I shared some thoughts on ways to make prospecting an easier and more integral part of the job. In this post, I present six final thoughts on how to sales prospect more effectively.

Set an objective. Know what you want to achieve with every call to a prospect. The goal of the first call might only be to set up a second call during which you can have a needs dialogue. Or, the goal might be to have a physical meeting. You have limited time to get your point across, so know what you want to accomplish beforehand. Develop a really sharp elevator pitch. Yes, you will need an elevator pitch for your first contact, so » Continue Reading.

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February 23rd, 2016

Four Tips for Better Sales Prospecting

Sales Prospecting Requires the Will and Skill

Sales Prospecting is at the heart of what every sales professional should be doing continually. It doesn’t matter who you are, your level of experience, or your position within an organization. While it’s great to have leads provided to you by the Marketing organization and to work with existing clients, if you don’t engage in sales prospecting on a regular basis, you will struggle when the need to find new clients arises — as it always does.

Simply put, sales prospecting is a fundamental part of being in sales. Most sales professionals will admit that, yes, it has to be done, but they would probably also admit that prospecting is not their favorite activity. In recognizing its importance to selling success and the tendency to put it off or avoid it altogether, I’ve developed a list of sales prospecting tips and techniques to help make prospecting a more regular and successful part of the job.

Schedule time on your calendar. Put your commitment in writing by blocking out time on your Outlook calendar or whatever other scheduling system that you use. Set aside time each week just for prospecting, and tell yourself you’re not going to do anything else for that period. This will give you a target to aim for, with time set aside to focus on this activity. When you write something down in your calendar, you » Continue Reading.

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August 18th, 2015

Do’s and Don’ts of Sales Prospecting

sales prospecting

Do’s and Don’ts of Sales Prospecting

During my 20 years in sales, I’ve seen more than enough examples of best practices, fair practices, and I-can’t-believe-it practices related to sales prospecting. I’ve worked in technology sales, leading high-performance teams, and I’ve been responsible for generating engagement with clients who weren’t actively in partnership with me or my then-employer.

Based on my experience, I’ve developed a short list of things that you should do to be effective in sales prospecting and, conversely, things not to do.

DO: Be disciplined. If you are methodical in using a consistent process over time to contact prospects, you will be more successful with your prospecting. It is as simple as it sounds. Set aside a certain amount of time each week to reach out to prospects, be it an hour a day or a half-day each week. By scheduling the time, you can develop a rhythm that includes pre-call preparation and follow-through dedicated to specific clients.

DO: Leverage your account-planning process. Specifically, use the process to understand two things about each targeted account: 1) What is relevant to that organization? What is happening internally and also within the industry? 2) What messaging can you put together that will resonate with those factors in mind? What this information will give you is a roadmap for how to prepare for your prospecting call.

DON’T: Lead with your product or capabilities. Your opening should focus on » Continue Reading.

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