I get emails all the time and it’s great because I get real insight into what reps face day in and day out – and how they are dealing with it. The email below is a perfect example of this. I’m sure this rep isn’t alone in facing this kind of selling situation. Read his […]

What kind of a commitment do you get from your prospect at the end of your prospecting call? If you’re like most sales reps, the answer is, ah, none. Or, it’s an undefined, “Well, I’ll follow up with you next week…” If this sounds familiar – or if you’re a manager and it sounds like […]

When it comes to B2B lead generation, we want to have the very best tools available. After all, it can be really troublesome if you do not have the necessary tools for B2B leads. Now, here is the thing, what are the most effective tools in generating sales leads? While we may have seen so […]

OK, now I want you to pay very careful attention… I’m going to give you, right now, the Real Secret to what it takes to really qualify a lead. Before I do, though, let me back up just a minute. Here’s how all this came about. Right now I’m involved with a company whereby I’m […]

Market To Them Until They Buy Or Until They Die: Your prospects are inundated with an estimated 2400 to 3000 advertising messages each day. No wonder it’s hard to get their attention. The old adage is true: “The squeaky wheel gets the grease.” For those too young to understand that old adage, it refers to […]

Prospects go through many phases before making the final buying decision. Some sales have more phases than others, and there can be many steps involved including evaluating data or demos, going up or down the decision chain, talking with partners, spouses, or others, etc. Whether your process is short or long, your challenge is the […]

When you make contact with a new prospect-either by telephone or in a face-to-face meeting-you have an extremely short window of time to connect with them. If you fail to achieve this they will quickly tune you out. Here are several things you can do to lose your prospect’s attention in the first five seconds […]

A lead generation and appointment setting campaign will only be successful if you know what exactly you should be saying to your business prospects. This makes all the difference when you are intent on generating qualified B2B leads. Just imagine: your prospect is saying one thing, and then you are proposing another. Is that not […]

Welcome back to the office, how do you feel? Overwhelmed? Under pressure already? If so, then you’re not alone. Most company’s management and sales teams are under immediate pressure already to begin accomplishing their new goals and sales targets. In fact, this pressure is also felt in the accounting department, the marketing department, and everywhere […]

“How much will this cost?” Many sales people shudder when faced with this question. They stutter, stammer, and hem and haw. This is where the rubber hits the road and when the prospect will either give them the green light to move forward with the sale or say, “thanks but no thanks”. Far too often, […]