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Maximizing Sales Prospecting Efficiency: Simplifying Your Approach

By Sarah Waple on Jan 25, 2024 1:32:26 PM

In this week's Monday morning manager message, we delved into the art of prospecting and the crucial task of auditioning prospects to determine their suitability for your business. If you haven't had a chance to listen, take a moment to do so for valuable insights. Our discussions with clients regarding Monday morning manager responses sparked intriguing ideas for this article. Let's explore the world of prospecting, a vital aspect of business development that demands attention.

During our high-performance sales program, a common question arises: How long does prospecting take? Experienced sales and business development professionals provide varied answers, ranging from 5 minutes to a full conversation. This perception aligns with numerous articles online emphasizing the time and research involved in effective prospecting. However, what if we challenge the notion that prospecting needs to be complex and time-consuming?

Let's reconsider the time invested in prospecting. Rather than viewing it as an extensive process, what if prospecting could be as brief as 5-10, or maybe 30 seconds of a conversation? This perspective challenges the traditional mindset and prompts us to explore a more streamlined approach to get more done in less time.

Simplifying Your Prospecting Process:

Prospect Where You're Already Doing Business:
Explore untapped opportunities with existing clients.
Overcome self-limiting beliefs and inquire about additional business possibilities.

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Podcast: Audition Your Prospects

By Monday Morning Manager on Jan 22, 2024 7:00:00 AM

 

 
 
 

Symptoms:

Brian just made a proposal to a buyer and received the same response he has heard so many times recently. "Thanks for the proposal. Appreciate you coming in. We'll give it some consideration and let you know."

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Podcast: Hit Your Prospecting Goal In Target Time

By Monday Morning Manager on Jun 19, 2023 7:00:00 AM

 

Symptoms:

As a newly hired sales manager for a medical equipment company, Devin inherited a large and under performing sales team. The team included the usual cast of characters: a diva who never took the blame for her results, a home run hitter who really struck out more than he connected, a Steady Eddie who was unspectacular but reliable, four or five people that seemed to confuse activity with productivity and a couple of truly high performers who annoyed everyone else with their consistency.

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Fast Tip Friday: What Really Drives a Prospect

By Charlie Hauck on May 5, 2023 6:45:00 AM

Hi there, everybody, I could go down a rabbit hole on this one. I'm going to try to hit the high points, throw it out there at you, let you digest it, go apply to your business development practice, as best you can.

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Podcast: Powerful Prospecting

By Monday Morning Manager on Mar 6, 2023 6:30:00 AM

 

Symptoms:

Carrie looked at her calendar and started to worry. She was near the end of the 3rd quarter and at only 60% of her annual sales goal. As she reviewed what she had done over the first nine months, she saw lots of cold calls and follow-ups on the leads she had generated at the two trade shows her company targeted.

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Podcast: Price Is Never The Issue

By Monday Morning Manager on Dec 12, 2022 6:45:00 AM

 

Situation:

Friday afternoon and Julia’s mind was already on the vacation she had coming up in three weeks. The past week she dealt with the one sales challenge that constantly caused her frustration, and no matter what rebuttals her manager told her to throw back at the prospect the result remained the same; no sales because her price was too high.

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Fast Tip Friday: Secret from a Sales Trainer

By Charlie Hauck on Mar 25, 2022 10:48:22 AM

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Podcast: Is Research a Good Idea?

By Monday Morning Manager on Mar 7, 2022 6:45:00 AM

 

Symptoms:
Jason really wanted to impress both his sales manager and his prospect with how prepared he was for the first call of his sales career. He had all his literature organized and had armed himself with all of the background info he researched on the prospect's website. He felt good, except that after reviewing the website data, he really didn't know what 

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Podcast: Prospecting Tactics

By Monday Morning Manager on Oct 4, 2021 6:45:00 AM

 
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Podcast: How much research should you do?

By Monday Morning Manager on Feb 10, 2020 6:00:00 AM

 

Monday Morning Manager

Good morning & Greetings, here's this week's selling scenario to think about.

Symptoms:
Jason really wanted to impress both his sales manager and his prospect with how prepared he was for the first call of his sales career. He had all his literature organized and had armed himself with all of the background info he researched on the prospect's website. He felt good, except that after reviewing the website data, he really didn't know what 

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