Prospecting
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Top 5 Counterproductive Questions to Never Ask on a Cold Call
Don't make personal small talk with strangers who know you are selling something.
The One Strategy That Could More Than Double Your Sales
When you're working toward a massive sale, you can afford to invest time and money in a more personalized approach.
3 Strategies for Closing Sales Without Picking Up the Phone
Cold calls generate follow-up conversations only 10 percent of the time, and lead to in-person meetings less than 2 percent of the time. Use these three strategies to skip the cold calling and get straight to decision-makers today.
The 4 Actions You Must Take to Find Your Opportunity
There is exactly as much opportunity in the world as you're willing to work for.
The 2 Questions Salespeople Dread From Gatekeepers
Who are you and what do you want? You won't get to talk to the decisionmaker if you don't have answers.
4 Reliable Signs Someone Is About to Waste Your Time
When someone's first interaction with you is about them and something they want, run the other way as fast as you can.
Why Businesses Are Building Pipelines Instead of Buying Lists
Purchasing a list of B2B sales prospects is a shortcut to nowhere.
Dig Your Well Before You're Thirsty
Success in sales comes down to your endurance for cold calling.
5 Secrets to Writing Sales Emails That Prospects Will Reply To
Think it through from the POV of your prospects. Visualizing how much of it they are actually going to view tells your exactly where to focus your efforts. Fire off some boilerplate with just a name change? Game over.
3 Ways Salespeople Can Evade Dreaded Gatekeepers
Gatekeepers can only say no. Try these techniques for gaining access to their bosses who can say yes.
Why Should I Accept Your LinkedIn Connection?
I don't know you, but how much does it matter?
Prospecting for Dummies
The hard work of keeping your sales pipeline brimming is the foundation of sales success.