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 […]
Tag Archives: prospecting
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 […]
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 […]
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 […]