Salespeople have a hard time with dead space
by Will Rotondi When you’re talking with your prospect on the phone, how often do you let the conversation just sort of…pause? I’ll wager it’s little to none, but please…
Prospects take it personally (and that’s a good thing)
by Will Rotondi Automation can be a great tool, but there are still some things it can’t do. Converting prospects into leads is one of them. You can send as many…
7 steps to becoming a prospecting master
by Will Rotondi Whether you’re a sales rep with your own established territory or a soloprenuer, you may feel like a lone wolf. Sure, you can bounce ideas off your…
Your prospects aren’t disinterested. They’re just warming up.
by Will Rotondi I recently attempted to join the ranks of fellow grillers in the world and break in my Weber. It had been kindly, patiently waiting in storage for…
Are prospects reading your emails? Survey says…
by Will Rotondi It’s easy to want to do things the way you’ve always done them. There’s security in having a system, where you know more or less what to…
Data isn’t perfect. Neither is your prospecting.
By Will Rotondi For those who have tried email prospecting and walked away disappointed, it was often because they treated it like they would sales: in other words, like a…
If you can nail an interview, you can nail prospecting
by Will Rotondi When you want to know more about someone, you probably look them up online. It’s the same whether you’re in a personal setting (Facebook) or a professional…
3 reasons marketing and email prospecting don’t mix
by Will Rotondi It’s easy to want to dazzle your prospects with your brand image and other visuals in order to get them pumped about your company. It’s not your…
Hard selling through email? Not worth your time
by Will Rotondi Sales guys will try to give you the whole East Coast and tell you how it’ll fit your budget. Marketing guys just want you to hear them…
When do you start planning for new business?
by Will Rotondi I hope your answer is yesterday. It takes time to warm up your cold leads – those who know next to nothing about you, or what you…
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