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Sales Prospecting

When you start in a new sales role and begin to approach prospects you will quickly learn they don't seem that interested and are indifferent. Nobody cares and you don't seem to matter even though your new employer has break-through technology and products and is disrupting whole industries. 
Listening is considered one of the great sales skills. You have to be a great listener -we're told. Do a survey of 10 salespeople who are great listeners, and ask them what they heard during the last sales-related conversation. It will sound something like this ... They have to do...
Prospects and buyers have it easy. They get to say "no" in a a million different ways that sound like yes. We salespeople are so eager to hear something besides no, we imagine or report we heard yes.  At the heart of effective sales performance is measuring progress accurately so...
Selling is a poor word for what salespeople do. The word itself suggests pitching, convincing and closing.  This is a persuasion view of selling i.e. influencing people to buy. The logical assumption then is that if you want to sell more, you get better at pitching, persuading and closing. There...
Prospecting was traditionally seen as a more junior, 101 level sales skill. It was what you did “starting out” and then you graduated to some version of “complex” selling or account management. It was done by “telesales”, “cold callers” and hunters,and then the sales experts moved in like a...
We’re used to classifying sales roles (and salespeople) in terms of salary level or experience or hunter versus farmer. But none of these categories says much about the impact a single person can have on a business.  There is a much more useful way to think about a sales role and...

BOSS THE GAME

The traditional philosophy guiding selling approaches has been based on a reverence for relationshipsand building rapport. And in recent years we have been fed the unfounded notion that the customer has all the information, has already decided our fate based apparently on “web research”, and therefore has all the power. These convenient notions...
The most commonly asked question of salespeople goes something like this - what did you sell today? It's a relevant question if you're in retail sales or your business has reached a daily order-taking stage, or if you're not actually in sales at all. Once you show up as...
All companies want to reach the widest number of customers within their target market or at least, over time they do. In the pursuit of sales revenue, often under pressure, we target as many companies and people as possible. Everyone becomes an opportunity. Your colleagues will even send you “leads”...
There are markets and situations where there are simply not enough people to buy, when we need to sell. There are no sales "leads" as that term is normally used.  If you sell something (much) better, new, disruptive, innovative, more complex, more simple, or more expensive, you're in a market...