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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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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