Smart Sales: Effective Prospecting

There’s a lot of great sales content floating around the web. It’s hard to decide what to read! Every Saturday, we summarize our favorite B2B sales posts from around the Web. It’s hard to catch it all, so let us know what great content we may have missed.

Here’s what caught our attention this week:

Nobody Answers a Phone that Doesn’t Ring
These days, it seems that most sales are done through email or some form of digital messaging, but whatever happened to the power of a phone call? Surely there’s something to be said about someone who goes that extra mile to pick up a phone and call a client, so why has that started to become more taboo than anything else? There’s weight in a real conversation, and Jeb Blount offers some insight for effective prospecting.

Hard-To-Reach Prospect? Call During Holiday Weeks
We’ve all had that prospect that just didn’t want to play the game. They’d dodge your calls, make excuses to get out of a conversation, or use a gatekeeper to stay their distance. So what can you do to finally jump the hurdle? Mark Hunter talks about how you can turn that elusive white whale into a meaningful client.

Be a Stealth Fighter: What to do When Your Prospect Goes Silent
A silent prospect can mean a number of things, but perhaps the worst part about it is that you really don’t know what went wrong. When a prospect shuts you out, you’re left standing in the dark, and that doesn’t help anyone. So what should you do when this happens? Colleen Francis offers some advice on dealing with a silent prospect.

4 Part Formula For LinkedIn Success
What does it mean to have LinkedIn success? Is it based on your connections? Your profile? Your activity? When it comes to LinkedIn, meaningful relationships play a significant role in adding new connections, and Lori Richardson believes that the keys to success lie in your interaction with others.

Don’t Spook Your Prospects: 5 Sure-fire Ways to Keep Your Prospects From Fleeing in Fear
Halloween might be over, but that doesn’t mean your prospects are fearless. When approached by someone new, a prospect can react in a variety of ways. So what can you do to not only break away from the competition, but to also instill confidence and trust in your prospect? Nancy Nardin offers her tips on effective prospecting.

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