Prospecting
How to Stay At the Bottom
Are you familiar with the adage “20% of salespeople generate 80% of the results”? Whether you agree or not, it’s generally accepted as true throughout the industry.
Don’t Dirty Your Reputation By Disparaging Competitors
Many in sales consider pointing out their companies’ strengths in the face of competitors’ weaknesses can be an effective way to attract new business. But is it really a good way to shine in a prospect’s eyes?
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.
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