Sales Prospecting Archives • Page 3 of 3 • salesessentials.com

Getting prospects to talk to you

By Astrid Silberman / 28/08/2017 / Blog, Online Courses, Sales Prospecting / 4 minutes of reading

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 […]

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

By Astrid Silberman / 21/08/2017 / 1 Comment / Blog, Sales Prospecting / 4 minutes of reading

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

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The key to opening more sales opportunities

By Astrid Silberman / 01/03/2016 / Blog, Sales Prospecting / 2 minutes of reading

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

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Exeptional Prospectors

By Jobst Schmalenbach / 02/05/2014 / Blog, Sales Prospecting, Selling Skills / sales prospecting, sales skills, sales training / 2 minutes of reading

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

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