While the fundamentals of lead generation remain the same, its execution and analysis has changed in recent years. By analysing the accessible supporting data, it is possible to identify the quality of a source and improve your methods. Understanding the merits of different lead sources, thorough analysis and recognising the areas that work for you are crucial to achieving consistent results.

Should I follow a script when cold calling? A few of the benefits for introverts of using a cold calling script are...

Learn the one question to ask a prospect that will cut through all of the fluff and help you understand a prospect's challenges.

LinkedIn is where all of your prospects and hanging out and it's going on 24/7. Here are three simple tips to sales prospecting with LinkedIn.

The very best salespeople tell us the primary goal of networking is to connect with people who we can help. Now don't misunderstand, we network to build connections with people who can help us achieve our goals, but when we get to know them, and share our knowledge, connections and talents with them, they generally want to help us as well. And the degree to which they want to help, based on the gratitude they may feel, will be much greater. The goal is to connect with people and be of value to them first so that a mutually beneficial relationship can develop.

For anyone involved in sales, it is an age old question -- how to find new sales leads. Thanks to the Internet, there are a variety of tools available to help foster opportunities. However, it is always important to not forget about the traditional sales tools that have shown consistent results.

When you are qualifying a prospect and trying to uncover a personal or emotional need, you want to probe deep inside to find the logical and emotional reasons why they may want what you are offering. Too many sales people will continue with the presentation without finding a motivation for the prospect to buy, and then wonder why they can't close the sale.

With email communications achieving an all time high these days, many business owners neglect to use a very effective and proven sales method. Picking up the phone and calling somebody! Reaching out to potential customers, prospects and partners by phone can be the most successful and cost effective way to connect. Avoid being deleted, make sure your voice mail stands out.

Most sales reps don't know how to listen to their prospects and clients, and this is why they have such a problem closing them. Use these three proven ways to improve your listening skills and watch your sales and income improve as well.

Think talking about the latest sports scores is building rapport with your clients and prospects? Think again. The point of relevant rapport is that your prospect will like you more and trust you more if you show an interest in their problems related to business, rather than their problems outside of business.