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...
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,...
In Prospecting Minor Changes Create Great Success I recently awoke to my security alarm going off. It wasn’t the full-blown intruder alarm, it was something different. After inspection, it turns out my alarm system was warning me that one of the security...
What Does an Ideal Prospect Look Like? The highest leverage of your time is to focus on ideal, high-probability prospects to begin with. But that begs the question: What does an ideal prospect look like? Here’s a list of criteria you should be looking at: Using...
This is the single biggest thing you can do to improve sales… What’s the single biggest thing I can do to improve sales? That’s the question a recent client asked me. As the author of a best-selling book on closing sales you might imagine that my...
