Are the Ingrained Perceptions of Your Solution Slowing You Down?

Things to consider before your next outreach. How is your solution viewed by your prospects?

Trouble being heard? Is the solution you're offering a "disruptor" but you feel stereotyped by your predecessors who got it wrong? You did build a better mousetrap and now there are no mice. If you feel the things that make your value proposition unique gets lost in translation and that you're running up-hill, keep reading.

Although the work used to feel dirty, the internet holds people accountable today. Unfortunately, too many people leave sales up to chance with Google and social media algorithms. On the NASP podcast's maiden voyage, Jeff discusses the main points of his book: The Five Forgotten Fundamentals of Prospecting.

5 Tips and Tricks to Succeed at Networking

Achieve Business Development Goals through Networking

5 tried and true tips to help you succeed at networking, grow your bottom line and ultimately help you reach your goals of business development.

Many sales professionals have no idea how to talk to a c-level executive. In fact, many won't even attempt to set an appointment with a CEO. In this article learn how to identify what a leader is looking for and quickly build rapport.

One of the key aspects of an entrepreneurial organization is business development and revenue generation. This article looks at why this is so important and some key steps to take to increase sales.

Do you feel like your lead generation is successful? A recent survey shows only 13% of the marketing, sales, and business professionals who responded think so. 35% of those surveyed said the biggest barrier to lead generation success is the lack of quality data. Here are 3 ways to leverage a business database for lead gen.

In the past 30 years in sales, I've learned a lot. I've also experienced failures, but from those failures I've learned the most. The road to success can sometimes be a little bumpy, but I've narrowed down the lessons I've learned and will share my three keys to success with you. These are my three sales mantras. Think of them as bumper stickers.

At every point during the lead generation process, structured use of social media, dovetailing marketing and sales strategies can strengthen your approach. Online technology as well as print advertising and press can be used to create and maintain relationships with leads and prospects, so not investing time in these methods can damage your sales output. Social networks and other online media give sales reps another 'in' with prospects. With LinkedIn reaching 300 million members in 2014, most of whom will have been drawn to the site for the networking potential and sharing of media; can you afford to not have a presence?

Identifying target industries can be an intimidating task if you don't perform extensive analysis and research that gives quantifiable reasons to support and drive your lead generation process. Ask yourself whether the businesses within this industry are ones you may have worked with before, or perhaps you have researched them in the past and discounted them for reasons that are now irrelevant? Ensure you take stock of ground you may have already covered. The sales landscape is one that constantly changes and therefore your strategy to approach a variety of industries should reflect that.

Constantly assessing and retargeting your marketing and contact methods to prospective customers should be a regular occurrence in every sales environment to ensure continued lead generation. Location targeting is just one aspect of this. Although locations can be seen as restricting, particularly to smaller businesses, current deals should be mapped out and analysed. If you feel your market is saturated in certain areas, taking a step back can reveal uncovered ground.