Tag Archives: prospecting

Building a Sales Pipeline – Part 1: How Do You Turn Indifference Into Curiosity?

In this series of blog posts, you’ll discover how to build your sales pipeline by turning indifference into curiosity among your prospects. Doing this doesn’t require a magic wand; it requires a solid game plan. In this blog, we’ll discuss how to develop a territory plan for your offering, and how to strategically determine your […]

Cold Calling – Part 4: Using the Telephone for Success

How I Learned to Stop Worrying and Love the Phone In the first 3 posts of this series, we looked at common prospecting complaints, different prospecting methods and the common denominator that links them, and the definition of a qualified lead. Now let’s delve into using the telephone for effective lead generation. After researching the […]

Cold Calling – Part 3: What is a Lead?

In my last post in this series, we learned that cold calling is considered the most ineffective method of lead generation. Still, calling prospects – be they hot, cold or warm – is required to generate leads. But what exactly is a lead, and what makes a good one? For under-performing sales people with below-quota […]

Cold Calling – Part 1: Identifying Common Complaints about Prospecting

Common Complaints Salespeople and Their Organizations Have About Prospecting I am always amazed to hear sales people complain about how difficult it is to build their pipeline, and therefore meet or exceed their revenue target. I often hear gripes like: Marketing is sending me poor leads and I am wasting my time going after them […]