SALES PROSPECTING Articles

1). High Probability Selling for Sales Professionals: Turn Cold Calling into Warm Sales Leads By : Jacques Werth
Like most sales lead consultants, I do not advocate cold calling . However, I acknowledge that cold calling is necessary at times. You need prospective clients and customers: If you don't have a customer list from which to solicit referrals, and you also lack an advertising/marketing budget, cold-calling to a highly targeted list is the fastest route to finding high probability prospects.
Article Related to: sales leads, cold calling, high probability selling, telephone prospecting, sales prospecting, selling techniques, telesales

2). 10 Tips to Increase Your Referral Ratio By : Jeff Hardesty
Tip # 1 Discipline Yourself to a Routine of ‘Asking’ Here’s something profound. The reason most of us do not get referrals on a routine basis is because we do not ask for them on a routine basis. Well, it’s almost that simple. What would be the upside on your year-end W-2 if you asked for 2 referrals from each of your new customers? Let’s say you average 6 sales per month.
Article Related to: sales prospecting, sales leadership, sales training, sales performance, sales management training, corporate sales training

3). How to Double Your Sales Appointments in Half the Time; Part 2 By : Jeff Hardesty
In Part 1, we summarized that you may have the best service in the world and the best widget in its category. But if you can't physically get in front of your targeted business prospects on a routine basis you won’t meet your revenue objectives. And we discussed these (3) realities: • If you double your new appointments you will double your revenue.
Article Related to: sales prospecting, sales leadership, sales training, sales performance, sales management training, corporate sales training

4). Sales Prospecting for the Complex Sale By : Frank Rumbauskas
Copyright 2006 Frank Rumbauskas I probably receive more correspondence from salespeople who deal with long sales cycles, or what is commonly referred to as the complex sale, than from anyone else. They contact me because they’ve seen my website or heard about my books and are skeptical about whether or not my lead-generation techniques can work for them, or if they only work for commodity products with short sales cycles.
Article Related to: sales, cold calling, prospecting, sales prospecting, selling, how to sell

5). How to Double your Sales Appointments in Half the Time; Part 1 By : Jeff Hardesty
Sales organizations live by growth. And Sales Growth is measured by sales revenue. If you want to know how to increase sales revenue…there are only three ways to do it: 1. Increase the number of new sales 2. Increase the amount per sale 3. Increase the frequency of sales per account If you look at the first step in increasing our revenue, you see it involves finding new sales.
Article Related to: sales prospecting, sales leadership, sales training, sales performance, sales management training, corporate sales training

6). How to Double Your Sales Appointments in Half the Time; Part 4 By : Jeff Hardesty
In Part 3, How To Double your Sales Appointments in Half the Time, we reviewed and remedied the first 3 sales prospecting errors that start us down the ‘Slippery Slope’ to low Sales prospecting conversation ratios. So let’s continue to address the final 3 sales prospecting errors, discuss some proven solutions that will head us toward our worthy goal of spending Less time to achieve more targeted ‘Top-down’ sales appointments.
Article Related to: sales prospecting, sales leadership, sales training, sales performance, sales management training, corporate sales training

7). Ways To Improve Your Selling By : Dave Lloyd
It has long been known that until something is sold, nothing else happens. The selling profession is therefore one of the most challenging and most profitable career paths one can choose. And for those with an innate ability to sell, it can be gratifying and profitable from day one. Others, who may want the income and freedom that comes from sales but who are not as naturally gifted, will benefit from a few specific tips on their way to improving sales.
Article Related to: sales training, selling techniques, telemarketing, sales prospecting

8). How to Double Your Sales Appointments in Half the Time; Part 3 By : Jeff Hardesty
In Part 2 we discussed how to determine if a sales action is a critical sales performance competency, and we determined the following: • It is an Action that is tied directly to the end result (Good or Bad) • It can be individually isolated and trained to for Improvement • It can be objectively ‘Benchmarked’ and Measured Next, we identified that the act of communicating one-on-one to a ‘Targeted’ prospect with the objective of setting an appointment as a KEY Core Sales Competency, because nothing happens until you get in front of someone.
Article Related to: sales prospecting, sales leadership, sales training, sales performance, sales management training, corporate sales training

10). Does Your Sales Training Program Address Your Sales Performance Issues? Part 1 By : Jeff Hardesty
Sales training programs encompass a variety of necessary components; things like company policies, sales paperwork, CRM/sales force automation orientation, sales processes, company services, sales skill training and product features and benefits. But when I ask Sales executives and Sales trainers how their current sales training program is aligned with their sales performance issues I get the look of “No speak English’.
Article Related to: sales prospecting, sales leadership, sales training, sales performance, sales management training, corporate sales training, sales training program, train the trainer, sales skill training, phone sales trainin

11). Does Your Sales Training Program Address Your Sales Performance Issues? Part 2 By : Jeff Hardesty
In Part 1, we went over the steps to uncover sales performance issues and decide which are applicable at a high priority for pin-point sales skill training. We first documented the main sales performance issues. There are (4) distinct sales performance silos that will effect the overall outcome of any sales team, year in and year out. They are: • %.
Article Related to: sales prospecting, sales leadership, sales training, sales performance, sales management training, corporate sales training, sales training program, train the trainer, sales skill training, phone sales trainin