prospecting-has-changed-but-have-you 
The Sales Hunter
APRIL 5, 2016
A few years ago, people were touting the benefits of social media and how the more aggressively you used it with regard to posting content, the more successful you’d be. Social media is nothing more than the telephone. It’s simply a way to make contact — nothing more, nothing else. The argument […].
Tibor Shanto
AUGUST 31, 2021
Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. What follows are five things you can do any time in any year, but given the opportunities, they are crucial this year. The goal is to review your routines, which ones are working for you, and which are not.
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Partners in Excellence
APRIL 25, 2024
But this thinking drives our focus on MQLs, SQLs and massive prospecting efforts. As a very simple example, if everything else is constant (revenue goals, sales cycle, average deal, deal quality), an organization with a 20% win rate and another with a 50% win rate, have very different top of funnel needs. But let’s go further.
Anthony Cole Training
AUGUST 19, 2021
Some major shifts have occurred in the way that you should be prospecting for sales opportunities. But has your prospecting plan changed with it?
Iannarino
JULY 12, 2021
The Gist: Clients don’t change when they are not compelled to change. One way to uncover what might cause them to change is to ask directly: “what’s keeping you up at night?”. A more modern approach starts with a different type of discovery, one that has not yet been commoditized. One widget is as good as the next.
Iannarino
MARCH 2, 2023
—The Earl of Chesterfield For as long as anyone can remember, salespeople have been trained to identify their prospective clients’ problems and their implications. This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations.
Tibor Shanto
FEBRUARY 22, 2022
One has to ask what is being enabled by the new breed of soothsayers. While buyers may not see it as good, the good news is that they don’t have it figured out any better. While they do have more information coming at them, they lack the time to capture it all. To be clear, they have (or should have) clear objectives.
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