Prospecting
If your prospecting efforts are reaping fewer rewards, it may be time to analyze your methods. B2B Sales Coach S. Anthony Iannarino offers some tips to freshen up your prospecting, and his suggestions cover a variety of prospecting issues, from technique to the salesperson’s attitude toward the process.
The Sales Process Starts With A (Properly Pronounced!) Name
Did you ever come across a prospect’s name and panic over how it’s pronounced? Or have you inadvertently offended a prospect by commenting on their unique name?
A Rainmaker’s Recipe for Success
The “recipe” for successful business development, according to the principal of marketing and public relations firm Berbay Corp., requires these ingredients: Commitment, culture, compensation, and cultivation.
Say Goodbye to the Sales Pipeline?
What would you think if you were to told to throw out your sales pipeline? That is the challenge from Lance E. Osborne, director of Acxiom Global Marketing. The concept of a sales pipeline is held dearly in the sales industry, but Osborne suggests a different way to view professional relationships so that they can be developed more fully, as opposed to the traditional “won-or-lost, transactional approach.”
A Year’s Worth of Excuses For Not Selling
Excuses can really get in the way of selling. Sales management strategist Lee B. Salz amusingly highlights this point in a recent blog post.
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