Archive › Cold Calling and Prospecting

Reverse Prospecting

I’ve just invented a new catch-phrase "” Reverse Prospecting "” and if you like the concept, you’re welcome to steal it from me. Anyone who has been in B2B sales for any length of time appreciates the fact that no matter how great your selling skills are, if you don’t have someone to use them […]

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Fishing for Referrals

Referrals are an excellent source of new business but most salespeople don’t deserve to get them! Yes, you heard me right. Why do I feel they don’t deserve them? Because they do nothing to earn them. Too many salespeople are like waiters. You know the ones. They show up at your table to take your […]

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Building a Personal Business Network

We all know that people buy from people they know and people they like. We also know that people send business to people they know and people they like. Having a strong network of people who can help you and who you can help is a valuable asset that many salespeople neglect to develop. One […]

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Get the Crud Out of Your Sales Funnel

Most salespeople understand the concept of the sales funnel. It works just like an ordinary funnel that you might use to transfer liquid from one container to another. We all know that if you stop pouring the liquid into the top of the funnel, fluid stops coming out the bottom. We also know that if […]

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