Take an Account Approach

I have frequently seen sales people focusing all their prospecting energy on one person in a target company. This typically manifests itself in the CRM system as lots of calls to the same person without getting through. The sales person (usually correctly) starts to feel like they are wasting their time calling this person. I [...]

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What is a Sales Cycle?

How long is your sales cycle? How do we shorten our sales cycle? Interesting questions but how do you answer these if you don’t know what your sales cycle is? I’d like to be a bit odd as usual and define a sales cycle my own way. My definition is a little different to the [...]

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Sound Executive

I’ve listened to a bunch of calls recently made by our own telesales team and our clients. It’s a more revealing process than I initially expected. When you are doing your own prospecting you don’t hear how you really sound. Just like seeing yourself in photos or on video, listening to yourself can be quite [...]

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Startling New Prospecting Research: The Product You Sell Matters (a Lot)

We are keen on data here at Sales 2.0. In our telesales operation we recently reviewed conversion data for some of our projects. From that analysis I can reveal to you today that: The product you sell influences your prospecting outcomes — a lot! OK so that’s intuitively extra-obvious. But the way management acts in [...]

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Being Type A

You need to be organized to be successful at prospecting, including: Time Management: I believe a foundational skill for sales people is time management. If you can’t manage your time, you won’t find time to prospect. Sales people who cannot manage their time will always find something else to do. My friend John Orvos of [...]

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No Need to Close the Gap between Sales and Marketing

In a “Sales 2.0 world” sales and marketing are the same thing. I’m a bit weird in that during my career I’ve spent several years in both marketing and sales (and studied marketing at Wharton but now “eat and drink” sales). My take away from being on both sides of the departmental divide is that [...]

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Motivation

In this post I’d like to tackle how attitude affects prospecting. Prospecting is Like Golf Do you play golf? Well if you ever have, you may have experienced what an incredibly frustrating and hard game it is. Strangely though it is the fact that it is hard that makes it so addictive to so many [...]

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Multimedia Prospecting

Cold Calling is Dead. Cold Calling is Alive and Well Cold Calling is Dead. Cold Calling is Alive and Well. I am studying both of these conclusions on an ongoing basis using our telesales team as a “lab” to see empirically which is true. Well so far my conclusions are: both are true and both [...]

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Empty Your Sales Pipeline

When I last held down a real job I worked in a small sales team of senior sales executives selling high-end, high-cost technology projects to Wall Street banks. Like most sales teams we would have weekly sales meetings where the team and our sales manager met in a conference room and reviewed our sales pipeline [...]

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Good Prospecting is Boring

Good prospecting is boring. We’ve noticed over the last couple of weeks how true this is for our own telesales organization. We had been on quite a “roll” securing new business and leads all over the place for our clients for a few months. Then we relaxed a bit, got a bit less detail-focused and [...]

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