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What Should Be On Your Pre-Call Checklist?

When  we discuss planning and preparation with salespeople, they consistently see the need for ensuring they are ready for the call and have the confidence in their products and services. But when we dig deeper, we often see that many haven’t a robust system for ensuring they will give the prospect a good enough reason to meet up with them. So…

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How To Build Your Sales Pipeline in 2013

On my first day at work, I was given a list of people to call and a phone. I was told that the more people I called, the more success I would have. Well, although it was a partly successful , I soon realised this was not the most effective way of getting sales! Simply having a list developed by…

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The Top 5 B2B Prospecting Mistakes To Avoid At All Costs

Prospecting mistakes are the most deadly errors you can make in professional selling, in large part because they are so difficult to quantify. Sales mistakes and blunders in the sales process or in closing are much easier to recognize and calculate. However, since prospecting mistakes often result in sales opportunities that never actually made it into the “loop,” it is…

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4 Ways to Uncover Prospects’ Needs When They Don’t Know They Exist

I read the other day about a woman who weighed 420 lbs (190 kg) and went into hospital with stomach pains. The doctors examined her and said that there was nothing wrong with her…the pains were caused by the fact she was pregnant and about to give birth. Well, I don’t know about you, but that made me wonder why…

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