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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Who are You?

This post discuss “The Who” element of prospecting preparation: who are you going to call? If you’ve nailed the answer to “what do you do?” and you happen to have a great product or service, you’re still only a fraction of the way to prospecting success (sorry about that!) The next big factor is who [...]

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Go to your next Sales Meeting Naked

I went on a sales call a couple of weeks ago where the rep arrived and spread out about 15 products all across the prospect’s desk. Then she just started talking (and talking) about the products. All the poor prospect could say was “ah ha”…”ah ha” as the sales person kept talking and talking about [...]

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The What

What are you going to say when you are prospecting? The first part to figuring out “what are you going to say?” is figuring out “what you do”. Sounds easy right? Well not quite. Let’s add some constraints: 1. Answer the question “what do you do?” in seven words or less (well maybe you can [...]

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What and Who

The Sales 2.0 process puts the emphasis on the front end of the sales process not the back end. The focus is on getting high quality leads that will close not on closing techniques supposed to turn poor prospects into clients (this does not work anyway!) So let’s start with the really important stuff: preparation [...]

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The Sales 2.0 Process

A key difference between Sales 2.0 and Sales 1.0 (aka “old school selling”) is where sales people should spend their time and energy in the sales process. The graph opposite illustrates this point (click to enlarge). The graph shows the time and energy sales people need to put into the sales process graphed against the [...]

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Flip Your Focus

What can I do differently this year to bring my sales to the next level?One pattern I’ve noticed from interacting with business and sales people over my last 15 years in sales is that they tend to be better at the end of the sales cycle than at the beginning. Most of the people I [...]

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Where do You Draw the Line?

Where do you draw the line – when prospecting? Let’s face it not all the products we sell revolutionize the world. As a sales person you need to create some interest on a cold call to start the conversation with a prospect. So if the product does not do it you “jazz up” your script [...]

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