Seven Rock Solid Ways to Deliver Prospect Value

Seven Rock Solid Ways to Deliver Prospect Value

The days of ‘telling’ prospects about your company and services are long gone. It is not enough to be an expert on your products or services to succeed today.  Even product demos or prospect presentations must be 100% focused on your prospect’s priorities.  In other...
PROSPECT PRESENTATIONS: THE NEW WAY

PROSPECT PRESENTATIONS: THE NEW WAY

(This post was jointly created by Lisa Magnuson and Julie Hansen – big thanks to both for the submission)  When you really think about the term ‘presentation’ or ‘demonstration’ what associations come to mind? If you’re the presenter, you think about: preparing...
How To Build A Prospect List

How To Build A Prospect List

3 Strategies To Build A Better List Get prospecting right and the rest of the sales process will take care of itself. It’s true – There’s very little that can positive impact the sale more than prospecting. If you master the art of identifying and finding the right...
When Does Persisting become Pestering?

When Does Persisting become Pestering?

Auto dialers and CRMs, along with sales managers everywhere, are being questioned by sales reps. The systems and sales managers are programmed to push for following up with prospects. The sales reps are skeptical, feeling that following up too soon or too often will...
10 Ways to Achieve Your Sales Goals Faster

10 Ways to Achieve Your Sales Goals Faster

Every January 1st brings with it a new round of resolutions, both personal and professional. You’ve made it through the first week of the year and your goals are hanging there. You may be feeling as if you’re already behind, or you’ve missed them already. For me, the...