The Critical Role Your Website Plays in Prospecting
When it comes to prospecting for new business, most companies focus on finding verified contacts, setting up automated email campaigns, and checking lead scores to see who’s opening and clicking…
Too Many Cooks in Your Marketing Kitchen?
The old phrase “too many cooks spoil the broth” is particularly relevant when it comes to drafting effective marketing content. The more people you have developing that material, the more…
3 daily activities for healthy prospecting
Prospecting takes practice. Daily practice. Just like practitioners of yoga, piano, medicine and law “practice” every day to improve their basic skills and perfect their technique, prospecting is an activity…
Don’t yell at me
I was having (what I thought was) a very calm conversation with my 12-year-old recently in which I was providing her direction on a project with which she was struggling.…
Speed vs. Endurance
As we ran across the Cooper River Bridge with 43,998 other people recently, I thought about the run in terms of prospecting. Really, what else is there to think about…
Have you showered today?
Prospecting is like taking a shower; you have to do it everyday in order to prevent spoilage, if you know what I mean. Many sales teams forget about prospecting during…
Sell less, more sales
“You have to ask for the order.” For some sales people, that is, ironically, the most difficult part. You can talk about it, you can negotiate it, you can overcome…
Being Human
As we reach out to more and more people to sell more and more stuff, can we still engage in a “relationship” with each one of those people? Because, at…