Posts Tagged ‘sales prospecting’

It’s surprising how little has been done to make the tried-and-true sales call more effective. Compared to the focus on bleeding-edge technologies that scan the Internet for information about your company, there’s little attention paid to a task thousands of salespeople do every day.

Keeping track of your customers – and potential customers – is a must in every sales driven business, yet a surprising number of companies do not have any formal, standardised way for staff to monitor their relationships with customers.

If Businesses are viewing ‘cold calling’ as a sales activity that they don’t wish to do they are gravely mistaken… […]

Over the past few years ‘Cold-Calling’ had become a favored activity of choice to generate Sales as it is believed you can contact large numbers of ‘prospects’ in a short space of time. BUT, I heard that ‘Cold-Calling’ is dead… I have to disagree and here’s why;

An old professor had a simple, yet powerful formula for pre-qualifying opportunities and markets – that is the 3 Ps of pre-qualification. Can its application earlier in the sales cycle avoid a lot of set-backs and surprises?