The Best Way to Reach Out to a Prospect For the First Time, According to 20+ Sales Experts

22 May

For years, there’s been a debate raging in the sales community: When reaching out to a prospect for the first time, should you call or email? After all, first interactions with prospects are key – you’re aiming to establish trust, provide value, gather key information, and perhaps even secure a follow-up meeting. More >>

26 Habits of Incredibly Successful Salespeople

15 May

The difference between good salespeople and great ones is staggering. Good reps hit their quota – most of the time. Great reps don’t just consistently hit, they have blow-out months or quarters. Good reps earn their prospects’ trust and respect. More >>

9 Steps to Take When Your Prospecting Strategy Isn’t Working

1 May

Ever wake up in the morning, look in the mirror and say: “I have no business?” Ouch. Actually, you should look in the mirror and say: “The day is a blank canvas. How am I going to make the most of it?” Yet the reason you have no business is simple: Your prospecting pipeline in empty. What now? More >>

The Art of Asking Open-Ended Questions

10 Apr

When qualifying, you bring value to your prospects, clients, and yourself through the questions you ask — but only if they’re good questions. Allow me to introduce you to a concept I call “high-value questions.” Simply stated, a high-value question for sales is one that creates a learning experience for either the questioner (you), the person being questioned (your prospect or client), or both. Naturally, the best high-value questions provide insight for all parties concerned. More >>

5 Tricks That Will Magically Get Prospects Interested in You

3 Apr

It’s easy to sell to prospects who are already interested in your product. They’ve done some preliminary research and decided you’re a potential solution. Now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition. More >>

15 Effective Responses to A Prospect Who Chooses Your Competitor

27 Mar

Sales objections are part of the job. And salespeople commonly come up against the competitor objection when talking to new prospects. As soon as the buyer realizes the nature or function of your product, she says something along the lines of, “We already work with Competitor X,” or “We already have a supplier for that.” More >>

How to Write a Professional LinkedIn Headline (With Examples)

20 Mar

When it comes to icebreakers, “describe yourself in three words” is by far one of the toughest. You’re a complex person, with unique ambitions, experiences, preferences, and traits – how are you possibly supposed to distill yourself down to three mere words? More >>

13 Time Management Apps That Will Make You More Productive

15 Mar

The days where I feel most productive all have something in common: I budgeted my time well. When I’m at my most productive, I start the day with a plan and stay focused on my to-do list, which means that not only do I get more done in a shorter amount of time, I also produce higher-quality work. More >>