I don’t typically write much about holidays, but as we approach Mother’s Day this year, I am beginning to take notice of some qualities that my mother emulated for me that I still benefit from today. These are qualities that I have written about before here on Market Leadership Journal,…
Why did you become an entrepreneur? Who inspired you to take the biggest risk of your life? How did they convince you that you had something the world wanted? In my case, it was my mother.
One point which I don’t think I have made often enough here is the actual definition of “prospecting.” Prospecting is the continuous activity of exploring for and qualifying new people to meet and talk with concerning your business. This definition applies whether you are seeking new customers or a new employer. Everybody prospects.
How has selling changed in the past several years? Has the new economy changed the way you manage and lead your business? For many entrepreneurs, these are crucial questions they must answer to take their business to the next level.
To learn about centers of influence, we must really look to physics. You see, when it comes to interpersonal relationships, people are like heavenly bodies.
To get referrals: The best person to give you a referral is he or she who has personally benefited from, and more importantly, values the service you provide.
A lot of the pieces I share here on Market Leadership Journal focus on one of the countless aspects of sales prospecting. So I thought it would be helpful to share some important points specifically about what prospecting is, and also about what prospecting isn’t.
You would not want to be in the courtroom, on the operating table or in the plane if the person in charge was not, in way, well scripted. The same is true for sales professionals.
Business marketing people understand that videos can be powerful sales tools. Many still aren’t producing them, though. Why not? They find the process daunting (they’ve never done it before). They’ve determined that the costs are too high. They found a low cost video producer, and they had a terrible experience….
Chances are you have heard the expression “Keep smiling and dialing!” The idea is that people on the other end can sense it. But which comes first?