Sales Prospecting

We can all benefit from thinking like a ‘freak’

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Freakonomics

Steven Levitt, the co-author of Freakonomics, SuperFreakonomics, Think like a Freak and When to Rob a Bank, defines thinking like a freak as: “…putting away your moral compass and not worrying about what the answer “should” be, but focusing on what the answer really is. It means thinking hard about causality. It means going beyond the obvious to consider all the possibilities — but still being willing to accept the obvious.”

When businesses, and especially, sales teams and sales ...

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Hone your targeting skills to win more sales

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Investing quality time with prospects delivers better margins and displaces your competitors.

One of the time-tested methods for surviving a tough or slow economy is to home in on prospects who match the profile of your most successful customers. This may sound like Sales 101 but it’s worth your attention right now because when times get tough, the opposite happens – namely, desperation can make it tempting to pounce on any lead that ‘wanders in the door’.

Instead, invest more ...

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Networking events – traps & opportunities

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Networks of well-connected people are critical in business and societies.

Cultivating a network of trusted and reliable colleagues, peers, friends and associates is key to a healthy society. Strong, resilient and trusted relationships need to be found, formed and forged over time.

The likes of LinkedIn, Facebook and other digital platforms have made it much easier to search for and connect with relevant people, be they prospective clients, contractors, new recruits, suppliers, business partners, or friends.

Being social creatures most of ...

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Getting prospects to talk to you

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Making prospecting calls to new prospects and existing clients is still one of the most important sales and business development activities you can do on a daily basis. Even with all the digital communication and marketing options at hand, most businesses still need to have someone prospecting for them to build and forge real business relationships. Top performing salespeople make sure prospecting is part of their daily repertoire.

Prospecting is a process and as a business development person you ...

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Who is responsible for prospecting and relationship management in your business?

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This is an interesting question given that a business which doesn’t sell can’t remain in business for long and that affects everyone within it.

Prospecting, new business development and relationship management are key topics to discuss, especially as it relates to who in the organisation is responsible for these activities.

It’s usually very easy for non-sales people to take a hands off view around the sales function and point at the sales team as the ones solely responsible for these ...

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The key to opening more sales opportunities

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The advent of the digital revolution and social networks had a huge impact in the number of people we are connected to. We now have around 3-2.8 degrees of separation from everyone else in the world.  

Sounds amazing, doesn’t? Roughly 3 people between you and anyone else you want to connect with in this world.  It is amazing – on the surface. These are just numbers after all and remain inert if we do not effectively activate the ...

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Exeptional Prospectors

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Over the past 19 years, our parent company, Barrett, has conducted thousands of psychological assessments and interviews with both managers and salespeople about their prospecting and sales behaviours.

Their research has consistently revealed that salespeople often experience their greatest difficulties, dissatisfaction, and anxiety at the prospecting stage of the sales cycle. Meanwhile, we know that this it’s also the case for people that are not sales people but need to sell.

Prospecting requires a person to establish contact with people ...

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