Home Process & Method Prospecting & Leads

Prospecting & Leads

Prospecting is the first step in the sales process, which consists of identifying potential customers via short term one way communication. Lead generation is a long term strategy that centres around prospective customer cultivation and nurturing through two-way dialogue. They similar by definition but from interchangeable.

 

Marketing and business concepts

Six Sales Prospecting Methods, Including Cold Calling.

67 per cent of salespeople do not achieve their sales targets. Thanks to the internet, buyers now have more information available to them than ever before. This easy access to knowledge is putting sales reps into a weak position, as it empowers buyers to take charge of the sales process.
Social media

How To Sell More Without Social Media?

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Recently I found that there has been a change in the way many are approaching 'LinkedIn'. Have you noticed it? It's like a disease — mindless, endless connection requests of no value.
Connection

How Customer-Centric Is Your Value Proposition?

Sales and marketing people have been bandying around terms like Value Propositions, Unique Selling Proposition, Unique Value Propositions for decades. But, unfortunately, they still mean different things to different people. And they have been misused for too long.
Referral

How to Find Sales Opportunities Within Your Network

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Despite customers indicating they’re happy to help, the majority of salespeople are not turning that willingness into actual referrals. And customers aren’t the only people in our lives that would help us, if we were better at asking for help and staying top of mind.
Over flow

When You Have Too Many Deals In Your Sales Pipeline

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Only managing the volume of a salesperson's pipeline is not always the best approach. If we have too strong a focus on driving these volume numbers, we risk sellers, either consciously or unconsciously, loading the number of deals to meet those metrics whether they be real deals or not, or whether they have the time to develop those deals or not.
Target

5 Strategies For Smarter Sales Targeting

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So much sales and marketing energy is wasted on people and mediums that are never going to provide a return for your time, effort and energy.
Technology

Sales Navigator Techniques To Know

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What tactics for leveraging LinkedIn Sales Navigator do you need to know? Blended prospecting techniques are nothing new but codification of these combinations in the context of the Sales Navigator platform is required.