Recently, I got an email from a CRM provider about a free ebook on the social sales revolution. It piqued my curiosity. Before you know it, I was registering to download it.
At that time, I was just interested in learning. I didn't want to talk to anyone. I didn't want to be a "lead." Sound familiar?
But, based on the email I received just a few short minutes after downloading the ebook, you'd think I was one a hot prospect.
Finally, after months of trying to get in to see one of your hot prospects, the day has arrived. The big meeting is set for early afternoon.
Sitting by yourself at lunch, you're planning what to cover in your one hour together. This may be the only chance you have to really show your capabilities, demonstrate your expertise or razzle dazzle your prospects with the breadth of your product line. Plus, you really need to update them about all the new things your company is doing.
So much to say. So little time!
One of the most interesting things I've discovered early in my sales career was the importance of questioning my prospect's questions. I was selling technology at the time. Now I'm not a real tech guru myself, so I had my sales support guy with me. My prospect was peppering us detailed questions about our system's capabilities. Unfortunately, we couldn't do a lot of what he wanted. I felt the opportunity slipping away.
Little white lies will zap your sales credibility.
This email popped into my inbox just moments ago. Despite the friendly initial sentence, I knew she was lying. I'll explain how I knew below.
You've probably heard lots of people tell you that cold calling is dead, dead, dead. That's not true. Lots of people are still doing it -- but they're no longer dialing for dollars.
Here are 3 cold calling strategies savvy sellers use to get new opportunities:
Sales prospecting via email can be really tough. But honestly, some people create their own problems - as you'll soon see.
Today's post comes from "Ken," one of my all-time favorite clients. Normal human beings (otherwise called prospects) would never put up with the sales behavior you'll see below. They'd delete Brian in a nanosecond. But Ken is curious as to how this seller will respond so he continues the e-dialogue.
As you read through the exchange below, keep track of the mistakes you find!
Today's post was written by Kurt Shaver, a speaker at my Prospecting Strategies webinar on Sept. 13th, 2012
LinkedIn originally started out as sort of an online resume, but as membership grew, savvy B2B sales hunters realized it was a powerful prospecting tool too. There are many reasons why. Here are three:
Today's post was written by Michael Nick, a speaker at my upcoming Prospecting Strategies webinar on Sept. 13th. This is just a taste of what he'll be sharing.
Have you noticed how many of your prospects these days have a whole lot of knowledge regarding what you're selling? There's a good reason for it. They've been online doing their homework. Prior to meeting, they've often researched your company. They know about your products & services. They know about your competitors. They may even know a good deal about you -- personally.