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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.

 

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.
Technology

Sales Navigator Techniques To Know

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.
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.
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.
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?
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.
Over flow

When You Have Too Many Deals In Your Sales Pipeline

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.