Tag: Sales Prospecting

Prospecting Now is Important – 5 Other Actions to Prioritize

Prospecting is always important to a sales team, not matter when it is – whether we are in good economic times or in times of crisis. Last year was spent, in its entirety, in a pandemic crisis. It was a year like no other year we have ever seen before. Personal and professional lives for everyone across the globe were changed drastically and the changes happened instantly, with no time to prepare for the unprecedented times we faced. The natural inclination for humans is to be cautious, pull back budgets, and put plans on hold. That may mean vacations, the ... Read more

Keep Prospecting Now – Here is Why

We know your company plans on being viable when this global crisis has concluded, therefore you cannot stop prospecting now. This point cannot be stressed enough. You simply cannot stop prospecting. Whether your business expects to see continued sales right now, or your sales will be halted or delayed as a result of the crisis, prospecting becomes even more important during times like these. Each business is different, and we are seeing many companies across multiple industries, worldwide, facing extreme challenges that threaten their viability and survival. As a result, it is imperative you have a plan to reach out ... Read more

Consistency, Persistency, and Prospecting are Key in Tough Economic Times

It is very easy to be reactive rather than proactive during tough economic times when making decisions about your business. In fact, it is human nature to behave in that manner. We are entering a time of uncertainty where extraordinary measures are being taken, globally, to fight an illness that will have a tremendous impact on people, business, and the worldwide economy, both short-term and long-term. When it comes to business, the first thing to be cut always seems to be the marketing budget. The thinking is that we need to cut expenses and marketing is often viewed as an ... Read more

4 Sales Prospecting Mistakes That Are Costing You Business

Identifying and communicating with prospects requires patience and finesse. Every potential customer has a unique situation, and experienced salespeople know how to address each buyer’s issues in a compelling, convincing manner. But that doesn’t mean sales prospecting is easy, and even experienced salespeople are prone to making mistakes now and again. Let’s take a look at four common prospecting mistakes that your salespeople might be making that could be costing you business. 1. Asking the wrong questions Upon communicating with a lead or prospect, most salespeople are eager to ask lots of questions. However, the quality of those questions can ... Read more