Sophia loves selling. She loves it so much that she enjoys trying to sell her products to anyone that will listen. Her philosophy is: “No stone should go unturned.” Over the years, the number of prospects she has contacted, presented to and worked up proposals for have always been the highest in the company, but her sales results place her in the bottom quarter of the sales team.
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.
Hi, I'm John with Growth Dynamics, and I'm here for a Fast Tip Friday! I recently had a question about gifting clients or gifting prospects....
Dewey is a prolific prospector. Like the sun rising in the east, you can count on Dewey making more sales calls than anyone on his employer’s sales team. No matter where he goes, Dewey will find someone to talk to about his products and services.
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.
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."
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.
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.
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.
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.
