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.

 

Hacks

LinkedIn Algorithm HACKS for 2021

LinkedIn is not a social media platform that rests on its laurels. It's regularly rolling out changes to the way it operates, and the way it processes our information, keeping up with those changes can be a challenge for all but the most diligent.
Language

Engaging The CEO (PART 3): Language Of The C-Level Executive

If we want to elevate how we influence and sell, to engage at the CEO or the CXO level in an organisation, then we need to talk the language of leadership and it occurs at two levels: Discuss how you can deliver outcomes and manage their risks. Talk about the numbers and the business case, plus how success will be measured.
Decode

Engaging The CEO (PART 2): 10 rules To Decode The CEO

How do you engage effectively at the CEO level? The very best leaders are focused on delivering results, making a difference, treasuring time, building people, and leaving a legacy. Here are ten rules to honor on your quest to engage successfully.
Sales prospecting during COVID-19

Sales and the “new normal”: virtual prospecting during COVID-19

Many well-established businesses used to have most of their processes in person, often making the most of events and trade shows. In addition, successful enterprise teams take time to develop and train until they produce results. How does that translate to purely digital?
Social media

How To Sell More Without Social Media?

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.
Referral

How to Find Sales Opportunities Within Your Network

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.
Target

5 Strategies For Smarter Sales Targeting

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.