Book Review – Smart Calling 3rd Edition by Art Sobczak Mark Twain is reported to have said “The reports of my death are greatly exaggerated.” The same could be said for telephone prospecting. Telephone prospecting is alive a well – and...
The Four Keys to Success In Sales Prospecting The most recent data shows that prospecting is the #1 challenge for salespeople worldwide as surveyed by Hubspot. Prospecting is also getting harder. When asked what is more difficult to do in sales now compared to 2-3...
Which Prospecting Channels Have The Best Conversion to Sales? When it comes to prospecting, if we’re going to be successful, it’s important to get clarity around the dynamics of each selling channel. We need to understand the conversion rate to...
How Long Does It Take to Make 1,000 Sales Calls? We’ve been discussing that despite both seen and unseen challenges the latest data shows that there is a clear path to navigating both sets of obstacles that brings the greatest success. What sales professionals...
The Six Elements of High Impact Messaging How do we craft outbound prospecting messaging that gets buyers to engage and act now? That’s the question we have been discussing. This week I’m excited to show you a messaging framework based on brand-new,...
