5 Signs to Disqualify a Prospect Forever
Spencer Strimbu Often times, we as salespeople become so enthralled with winning a prospect over, we forget about a very important sales function in the prospecting process, disqualification. Disqualifying a prospect for…
2016
How to be Successful in Your First Sales Job
hawrankorl1 According to an article published on Monster, your first sales job is often the most difficult, but these few tips will allow you to not only survive, but thrive in…
Age to Age: Not Quite the Same
RumbaughAG1 It is no secret that those of us from the millennial generation differ distinctly from our grandparents. This is seen not only in the way we dress and speak, but…
Selling your Story
Regardless of how bad your marketing or graphic design, your campaign or your call strategy, one of the most powerful components of your branding campaign or sales strategy is the…
Dealstorming
In an interview about his new book Dealstorming, sales expert Tim Sanders defines the term that titles his bestseller as follows: “Dealstorming is when you, as an Account Executive, put…
5 Time-Wasters to Avoid
According to Anthony Iannarino, there are several poor practices that salespeople would do well to shake. These five are at the top of his list: Don’t send emails to ask…
Rock Layers in the Gold Mine: 2016’s Top 3 Barriers in Prospecting
In this day of data deluge and information overload, it is not surprising that salespeople are finding it increasingly difficult to break through customers’ barriers and convince consumers of their…
Typical Adjectives Associated With Sales People
griebcw1 Typical adjectives associated with salespeople: Pushy — Customers feel forced into a corner to make a decision. Hustler — Customers feel like they are being stolen from and taken advantage…
RULE #7 You Never Have To Like Prospecting, You Just Have To Do It
Rule #7 : You never have to like prospecting, you just have to do it Prospecting is defined as actively searching for qualified potential buyers. I experienced firsthand how much…
Amazon’s Empty Chair Principle
Amazon’s Empty Chair Principle: The purpose of the empty chair principle is to think more about the customer. To find ways to exit your own perspective and enter that of…