Search results for prospecting
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If you are considering adding trade data to the decision making process at your company, it is important to understand both the general uses of the information and how it can be used to answer specific questions.
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Asking questions by leaving messages in people's voice mail is tough, but not impossible. These 8 rules teach you how to create brief but useful messages for prospective customers, or use a question as a teaser that leaves your prospect eager to learn more about what you can offer.
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Explore the value of helping your customers re-evaluate their existing vendor relationships, using questions that will guide them through the evaluation process.
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Research confirms what you've probably suspected: Buyers are deeply irrational beings. Studies show that even savvy buyers don't always make logical decisions about what they need and what's in their best interests; they often buy with their hearts first and their heads second. Here's how to effectively engage customers on an emotional level.
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Fence sitters can take up inordinate amounts of a salesperson's time and energy, often with little to show for it. But some of the best customers are also slow to decide, especially in the early stages of a business relationship. Use this three-step approach to sort out real opportunities from dead-enders and get the sales process moving — or fig
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The Red Velvet Rope Policy demands tough decisions about customers, but it can also create more customer value and satisfaction, and build a foundation of more loyal and profitable customers.
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When the economy seems unstable, businesspeople can feel shaky. Hysteria sets in, sending sales people, managers and CEOs running for cover, making panic moves that cause more problems than they solve. Avoid making costly mistakes by learning how to implement the top 10 tips to stay in control when your market feels out of control.
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If you're having trouble getting your business off the ground, allow yourself to be as changeable as a chameleon, willing to try putting a new spin on what you have to offer. Here's how to pinpoint and capitalize on what your customers really want, adapting your approach accordingly.
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Web 2.0 is a shift in the way businesses think and leverage the Internet. Sales 2.0 is a shift in the way that businesses manage their sales forces and leads. But is there a Prospecting 2.0?
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Here are three proven sales tools to help you overcome a prospect's tough questions.
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If your sales success isn’t where it ought to be, you may be operating under the weight of one or more persistent (and pernicious) myths about selling. Here they are:
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Do you find it hard to engage with prospects or customers? If so, keep reading…
I was recently on the phone with Jill Konrath, author of Selling to Big Companies.
I explained a project I am working on and she said, with great excitement, “You MUST read this article I wrote.”
What follows is perhaps one of the best lessons on why we fail t
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From sourcing talent to building brand awareness to prospecting for customers, social networking can help you manage many aspects of your smaller business -- if you know what you're doing. Here's how to hit the goldmines and avoid the landmines as you pursue all those social networking opportunities.
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