Category: B2B SALES PROSPECTING TIPS

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Get Prospect Phone Numbers WITHOUT Paying A Dime (WEBINAR)

The remote economy has changed the outbound sales game. Nowadays, with prospects working away from home, dials to their previous office landline go unanswered more often. But I’m about to show you how to track down prospects’ phone numbers FOR FREE! No paid tools, just a nifty system I’ve developed and leveraged over the past […]

4 Sales Tips to Hit Quota

4 Sales Tips to Hit Quota It’s on your mind, your boss’s, and likely your Board of Directors. We are talking about sales quotas. In this on-demand recap, we are going to share our secrets to kicking your quota’s butt this month and every month thereafter. Related Resources: What is the first step in the […]

Sales Voicemail Tips: I Left a Voicemail. Now What?

Sales Voicemail Tips: I Left a Voicemail. Now What? “I followed your advice on how to leave voicemail messages that get more callbacks and since using it, my call backs have increased. But my question is, what do I do with the prospects that haven’t called back?” I like to use a “three strikes and […]

What’s The Best Inside Sales Cadence?

What’s The Best Inside Sales Cadence? The best inside sales cadence is a simple one. It starts with first building your core lead list with prospects that match your ideal customer profile (ICP). In 2002, I started a new sales position at duPont REGISTRY, selling online marketing solutions to high-end auto-dealers. I was very experienced […]

How to Respond to a Sales Rejection Email

How to Respond to a Sales Rejection Email How would you respond to this sales rejection email? “Thank you for your email. We are not interested in pursuing your offer at this time. We will retain your contact information for future reference should there be a need.” Well first, I would need to see the […]

Sales Email Best Practices

Three Reasons Your Sales Email Fails to Get Appointments Sales email has become the preferred method of outbound prospecting by most SDR’s for a while now, and I understand the appeal. You can reach out to more prospects in less time without feeling the sting of rejection when a prospect says, “No, thanks,” “Not interested,” […]

How to Create Ideal Customer Profile

How to Create an Ideal Customer Profile In 10-minutes or less! What is an Ideal Customer Profile in Sales? According to Hubspot, an Ideal Customer Profile “defines the perfect customer for what your organization solves for”. Too many inside sales reps try to go after every lead that comes their way. The true sales professionals […]

How to send a LinkedIn Invite that Gets Accepted, Not Rejected

LinkedIn Prospecting: How to send a LinkedIn Invite that Gets Accepted, Not Rejected I’m constantly getting bombarded with LinkedIn requests from salespeople who are clueless on how to properly grab my attention. This is a common problem as more and more sales reps try and use LinkedIn for prospecting. LinkedIn Prospecting Best Practices: Know Your […]

Outbound Prospecting: How to Identify Prospects that Buy in a Down Market

Outbound Prospecting: How to Identify Prospects that Buy in a Down Market The word “Prospecting” used to send chills down my spine. I hated it with a passion. Using the phone to make outbound prospecting calls to random companies to hear “no, thanks, not interested, we’re all set” is a sure-fire way to skyrocket call […]

Prospecting – The Achilles Heel of Inside Sales

“I’m responsible for prospecting my leads, and the results I want aren’t there… Any advice?” I’ve found that the salespeople who struggle the most to make quota have two things in common: They are using a flawed sales process (and in most cases don’t even know it) They call on low % prospects — a lot. This […]

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