Smart Sales: Work Ethic & 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:

Rule #1 for Closing the Sale
You’ve done your research, nurtured your prospect, and are ready to finally close the sale, but do your assumptions about the outcome align with reality? One of the biggest missteps that sales people make is assume that their prospect is going to say yes. Deb Calvert offers some advice on an effective way to close a sale.

People Don’t Follow Positions
You might be a manager, but are you also a leader? There’s a distinction between the two that many seem to overlook. Where one is a position, another is a quality of a person. The truth of the matter is that people don’t follow positions — they follow people. Steve Keating gives his thoughts on what you can do to not only manage, but to lead.

Desire vs Commitment
Desire and commitment, while sharing similar traits, are not the same thing. You may desire to have a different job, a different house, a different work ethic, but without commitment, that desire fades away. Lori Richardson believes that if you want to achieve anything, you need to not only have desire, but also the commitment to see it through.

Why You Need Targets
The “spray-and-pray” method of sales isn’t viable anymore, especially when your business is growing. It’s important to remember that quality is much more valuable than quantity, which is why you need targets when it comes to prospecting. Without targets, you have nothing to aim for, and your prospecting techniques begin to hit a wall, bringing nothing back in return. Anthony Iannarino provides some insight on effective prospect targeting.

Don’t Allow One Rejection by a Gatekeeper Stop You from Calling Again
So you’ve hit a wall in your prospecting pipeline, but does that mean that you stop and move on? The short answer: No! If you’re going after a dream client, then you can’t let rejection keep you down. Of course, it’s important to remain respectful to your prospect, but being persistent and being respectful don’t have to be mutually exclusive. Mark Hunter presents some ways to get past a rejection to fill your pipeline.

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