by Karen Repoli March 8, 2016 Follow @karenrepoliMarch 8, 2016 Can your audience find your site? Anthony, a new business coach, recently spoke to me about internet marketing. Basically he wanted to know how to get his website to rank on Google. I asked, “Have you checked your analytics on your site?” The answer was … Continue reading Can Your Ideal Prospect FIND Your Website?
by Bob Apollo January 25, 2016 Follow @bobapolloJanuary 25, 2016 Many sales people seem to have an abiding fear of hearing the word “no”. As a result, they go to often-extraordinary lengths to avoid asking questions that might cause the prospect to give them a negative answer that will kill the deal. But this desire … Continue reading Why It’s Best to Say “No” Before Your Prospect Does
by Tal Vinnik January 4, 2016January 4, 2016 Facebook has friends, Twitter has followers and LinkedIn has connections. On LinkedIn, the definition of connection is very literal: you know this person in some way, whether they’re a colleague, a former classmate, a friend of a friend, or you’ve done some business together. Being in a … Continue reading How to Connect with a Prospect in 3 Steps
by Rachel Martinez November 23, 2015November 23, 2015 You may think you know who your prospects are. But do you truly understand how to connect with them and close the deal? If not, your sales prospect persona profiles can help. Now, don’t get confused – these are not the same as traditional buyer personas. The … Continue reading Do You Know Your Sales Prospect Persona Profiles? [Infographic]
Jaime MuirheadMay 25, 2015 In sales, every prospect should be treated as if they’re the most important prospect in the world. Each prospect is special. Each prospect has a story. Done well, a personalized email or outreach can go a long way toward deepening your relationship, as well as closing the deal. Here are some … Continue reading How To Write A Powerfully Effective Email To A Prospect
Simina IgnatApril 24, 2015 Filling the pipe with new prospects is a constant challenge for any business owner. In the past we used to buy lists and cold-call the hell out of them but that kind of prospecting just doesn’t work anymore. Think about it, have you been cold-called recently? Did you enjoy the experience? … Continue reading How To Prospect On Social Media
Felicia SpahrApril 19, 2015 This guest post was submitted by Felicia Spahr. Back when I was a marketing consultant, I was quick to become a student of any persuasion books I could get my hands on. Like most salespeople, reading Robert Cialdini’s Influence changed how I thought about the art of getting people to do … Continue reading How to Get Your Prospect to Create Their Own Urgency to Buy
Jane BinnionJanuary 15, 2015 “If you chase 2 rabbits you wont catch either.” Time after time when I ask people “who are your potential clients?” I get the answer “everyone“. Then we go through the process of unpacking that. In business you need to know Who you want to talk to and Why. That is … Continue reading It Started With a List – The Importance of Prospect Lists for Business Growth.
By Prialto, Published November 5, 2014 If you lead a growing business, you probably regularly receive emails like this: However, there are generally several reasons why we instinctively don’t capitalize on these offers: Uncertainty about how old the contacts are: Executives change jobs every 3-5 years on average. If a list is even a few … Continue reading Prospect Lists: Buy vs. Build
By Laura Cumings, Published October 13, 2014 Collecting prospect experience (PX) feedback from your business customers during each milestone in the sales cycle sets a standard early on that customer-centricity is your organization’s top priority. This level of commitment, demonstrated before they sign the contract, creates a positive and lasting first impression. Moreover, three recent … Continue reading Why Business-to-Business (B2B) Sales Organizations Need to Collect Prospect Experience Feedback
