Last time I wrote about what we should be looking for in a good sales recruit. This time we will look at how we go about assessing a sales recruit.…
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What is the correct title for a salesperson’s role? What should I call myself? This is a contentious issue… And a question we get asked frequently. The answer will depend…
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This week’s article comes off the back of last week’s topic ‘ Getting prospects to talk to you’. It will take a different approach. I have documented the conversation John Smibert…
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Do you take time to really think about why you are calling a prospect or a client? Do you reflect on how effective you have been post the call? Making…
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Many of us have been there and some of us are yet to experience the gut wrenching experience when we finally, consciously realise that our sales pipeline and revenue numbers…
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I have been prospecting for new business on a regular and consistent basis since 1985. For my team and prospecting is a way of life. We could never have developed…
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Many sales people, especially those new to sales, often take it personally when a prospect says 'NO' and fail to persist with their prospecting efforts while others turn prospecting into…
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Do you experience difficulties asserting yourself with others in a sales context? Is maintaining positive relationships with clients so important to you that you are concerned these relationships may be…
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Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business, especially with new prospects, find the task…
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With social networking sites and the plethora of online data available, 2011 presents us with better quality prospecting and more qualified prospects. 'Prospecting and Social Media' was voted as the…
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