Sales Prospecting – My 2 Cents

Anything “successful” is directed by a process.  Look at the human body and the process of blood circulation or look at installing an underground sprinkler system.  These are two “things” that work very efficiently and successfully when every step in the process is connected and working together for the end goal they are aimed at achieving.

Creating opportunities that generate forcastable revenue is no different. Read the rest of this entry »

There are schools of thought that believe that “less is best” and/or create the idea that when sharing something or trying to teach a concept that the best approach is to be “clear and concise” in your delivery.  I agree that these are extremely valuable ideas and try to practice this in my day to day communication. 

That being said, a critical piece of my job is training a new employee on what my clients are looking for in a qualified sales opportunity and what we need to do to achieve this deliverable, while at the same time, make the opportunity extremely appealing to the client’s sales rep.  A concept  I have deleveloped, perhaps concept is not the right word, but approach that I take and find extremely valuable is to relate the process of uncovering that opportunity to the creation of a painting. Read the rest of this entry »

I don’t have an answer to that one I am sorry……any suggestions?

Where am I going with this one?  Well I have been thinking about how to motivate a few of my team members as they struggle with the day to day hurdles of teleprospecting.  

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………yummy mush! 

I have found that when we remove the “peel” and take a look at the process that a marketing organization uses as it approaches opportunity generation, we find very good content with a number of things that work well, but a finished product that does not appeal to the sales organization and ultimately feed the success goals of the organization as a whole. 

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