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.

 

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.
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.
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.
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.
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. 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.
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.
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.

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