Friday, Sep 10, 2010

All Posts Tagged With: "Prospecting"

The Black Holes of Sales

Black Hole : Function: noun

1 : a celestial object that has a gravitational field so strong that light cannot escape it and that is believed to be created especially in the collapse of a very massive star 2 : something resembling a black hole: as a : something that consumes a resource continually b : an empty space : void

Note the bold text in the above definition from Merriam-Webster. In regards to selling, focusing a lot of time and attention on a non-buyer can be like a black hole, a simile that is explored by Scott Sheaffer on his sales blog.

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11Aug2010 | Jessica Helinski | 1 comment | Continued

Now Available for BlackBerry: “Media Sales Mobile” Smartphone App for Media Reps

AdMall announced today that their popular Media Sales Mobile app is now available for Blackberry. Designed specifically for media advertising sales professionals, Media Sales Mobile features advertising opportunities, local prospect lists and nearby demographics, consultative sales tips and conversation starters.

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9Aug2010 | Michelle OBrien | 1 comment | Continued

What You Can (and Can’t) Control in Sales

It can be difficult for salespeople to come to terms with the fact that there are some things that they just can’t control in their profession. Only so much planning, prepping, and meeting and greeting can be done and then, the rest is out of their hands.

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16Apr2010 | Jessica Helinski | 0 comments | Continued

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?

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12Mar2010 | Jessica Helinski | 3 comments | Continued

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.

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