A Horrible Prospecting Email–This is Selling?

Prospecting

For those salespeople and managers out there who whine about how hard it is to actually talk to people, and that they are contacting so many more people by email because its more effective, here’s something to chew on. Here’s an example of what likely is...

When is the Best Time to Prospect?

Prospecting

Lots has been written over the years about the best time to prospect, which days, hours, etc. As I say in so many words in Smart Calling, much of that I look at as crap, since I believe there is no way you can generalize the best times to reach decision makers, since...

The Wall Street Journal Printed This On Getting to Decision Makers? Really?

Prospecting

First, let me go on the record with this: I love the Wall Street Journal. I’ve been a subscriber for years to both the print and online versions, and when I don’t get to them daily I stack them up and do a marathon reading session when I have time....

Complete Smart Calling Audio Training Program Just Released

Prospecting, Resources I Recommend

It’s here! The complete Smart Calling audio training course is finally completed.   This is the complete audio training program for making a Smart prospecting call–as opposed to a dumb cold call– based on my bestselling book.   You get...

Smarten Up Your Prospecting Calls With “Social Engineering”

Prospecting

One reason that most “cold” calls fail and result in rejection is that sales reps start their pitch the same way to everyone they speaking with, sounding like a talking junk mail piece. A much better approach, one that stimulates interest, attention, and...

Forget Doing Quotes. Create Personalized Proposals To Win More Sales

Prospecting, Uncategorized

I often see sales reps who are "quoting machines." At every opportunity they prepare price quotes for prospects, thinking that they have hot opportunities. Actually what they are doing is positioning themselves as a common vendor that is selling on price,...