Posts by Category: Prospecting Tips

4 Attention-Grabbing Ways to Get Noticed by Your Prospects


Inside sales reps spend a lot of time prospecting and desperately need to find a way to get their prospects to the next level.  Email, phone and social are the typical methods they have for their outreach.  It’s hard to really know what will catch a prospect’s attention. How do you know if your communications with your customers and prospects are working?…


Staying Top of Mind with a Sales Communication Strategy that Rocks


Communicating clearly and efficiently with prospects, and even existing customers, is the key to a good sales process. Doing so consistently is perhaps even more important, yet, you know what they say about the best laid plans… Yep!

Make sure your sales process includes a plan for communicating with prospects and customers on a regular basis by developing a sales communication strategy; one that is simple to implement, easy to adhere to, and built for continuous improvement.…


Keeping Your Sales Team Away from Desperation

Original post from Jim Keenan:

What to do When a Prospect Goes Dark?
There’s nothing more frustrating to a sales person than when a client goes dark. Your last conversation was killer, you both agreed that your solution made sense. The prospect said needed to: share it with their team, run the numbers, look at another solution, run it past IT, work with H.R., make a recommendation or any other next step.

So You Have Less Than a 50% Chance of Making the Right Assumption…

Original post from Colleen Francis:

Is an Experienced Salesperson Less Effective?:
A funny thing happens as salespeople become more and more experienced with their company or product. They also become less and less effective.

Yes, you read that correctly.

Salespeople often become less effective with the more experience that they gain.