Articles on sales prospecting

OK I need to come out of the closet.

In the last two posts I did a bunch of math. I wanted to boil down cold calling vs. social selling data so we could do a somewhat fair comparison. Here’s the punchline. [Read more…]

Today’s post is going to include a few numbers.

I’ve actually gone a step further than I’ve gone before in this post and boiled everything down to time, which is the “ultimate currency” for us humans.

I collect data on cold calling whenever I see it, as I am fascinated by trying to figure out if there are better ways to prospect. I’ve got three sets of data for you here. One from a university, one from a smart sales expert and one from my team. [Read more…]

Congrats you have a brand-new “greenfield” sales territory!

Unlimited opportunity, untouched accounts, no other reps vying for your business. Not to mention our products are the most awesome thing ever invented. Boy, you are going to coin it in!

Not!

Let me translate. [Read more…]

I just finished reading The Challenger Sale. (I know, a bit late but finally done.)

I have to go back and find where they decided to name the type of sales person that is most successful these days “challenger”. I suspect there was some good debate on that name. The prospecting approach recommended in the book could probably better be called “insightful” or “insight-based” or something like that. [Read more…]