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Align Sales & Marketing with Lead Nurturing
Lead nurturing is all about having consistent and meaningful communication with viable prospects regardless of their timing to buy. It's not calling up every few months to find out if a prospect is 'ready to buy yet?' Lead nurturing is about building solid relationships with the right people. Read our Lead Nurturing Guide to learn how to qualify, score, and nurture leads that aren't quite ready to be handed off to sales.

Buyer beware – scammers and fraudsters on the prowl
‘Buyer Beware’ is a phrase that has been around for a long time and for good reason. There are enough stories in circulation to know that not all sales people or businesses behave honourably, and some are nothing more than fraudsters and scammers. With the market getting more crowded everyday, the need to attract buyer attention and grow revenue, and the rise of the online business model, buyers should beware. While most businesses and their sales people want to attract and work with viable prospects and customers, there are those less than honourable sales and business people who are after victims, not prospects. Their entire focus or raison d’etre is to get your money at your expense.
Exceptional Prospectors
Over the past 14 years, my team has conducted thousands of psychological assessments and interviews with both managers and salespeople about their prospecting and sales behaviours. Our research has consistently revealed that salespeople often experience their greatest difficulties, dissatisfaction, and anxiety at the prospecting stage of the sales cycle. Meanwhile, Sales Managers repeatedly express their frustration that they cannot find salespeople who are competent, confident, and motivated to prospect for new business. Prospecting requires sales people to establish contact with people who might buy your products or services. Whether it is phone, face-to-face or group prospecting, inbound or outbound, nothing gets sold until you get in front of and/or talk to potential buyers.
How To Make Web-Advertising Worth Watching
It has become an article of faith that the Web is all about content; content is King on the Web as opposed to television where commercials are king. It seems that television networks just can't wrap their heads around the Internet and fit it into their standard commercial box. The traditional media's tactic of last resort, buying-up the competition and imposing its commercial will, just won't work with the Internet. Businesses that want to succeed on the Web must learn how to turn their commercial message into content as a seamless entertaining presentation.

What Makes a Great Salesperson
Here's what you'll need to become a great salesperson. (Hint: Your manager needs to help!)

Other viable prospects Related Articles

Powerful Roles For Strategic Marketers According to Your Strategic Thinking Business Coach
A strategic marketer or business developer knows how to get to know prospects, listens to what the prospects say, hears what the prospects say and ensures that he or she understands what the prospect is saying. In today’s competitive business world, there is a real need for true strategic marketers and business developers. Too many marketers and business developers are of an old breed and they are using tired old non-strategic approaches to prospects. These “traditionalists” also are not recognizing new characteristics of prospects. Therefore, in my opinion, a new brand of strategic marketer and business developer is needed to be successful in the marketplace today. Your Strategic Thinking Business Coach offers the following perspective on these roles.

You Can't Sell Anybody Anything… Until They Discover They Want It!
Despite what most traditional sales trainers tell us, it’s very difficult to convince people that they want or need something that they're not already asking to buy. Our experiences at Sandler Sales Institute have demonstrated that when we try to force-sell our products or services, all we do is evoke feelings of defensiveness in our prospects. Unconsciously, the prospects "defend" whatever it is they already own or use. Under those circumstances, prospects won't make a "new" decision.

Do Your Prospects Have a "Crush" on You?
Do Your Prospects Have A "Crush" On You? Here's the deal lady. When sales are sluggish it can be very easy to drop your "customer filter" and start taking any old business that knocks on the door. Sometimes those prospects want to pay you far less than you're worth - and sometimes those prospects are just not the right fit (but you're tempted to take the biz anyway). Because this can very dangerous to your profit margins, time, energy and possible frustration levels - let me give you a Sales Diva warning.
Peak Performance in Prospecting
A peak performing prospector is a salesperson who displays passion, self motivation and results focus. They are disciplined in their approach, evaluate and purse viable opportunities while remaining optimistic, resilient, committed and energized. They are ethical at all times and display empathy, respect and courtesy towards their prospects. To help us look at this in more depth let's look at what is considered peak performance.
Creative Abrasion and the Sales Knowledge Activist
I don't know enough. Not enough about my customers & prospects, or their customers, prospects, suppliers, partners and competitors. I don't know enough about the objectives, strategies, requirements, problems or people of any of those groups. I don't even know enough about how my own products and services - either alone or combined with other products and services - can address the issues of my customers and prospects. Eeesssssshhhhh... (Guess what? You're in the same boat!)
7-Sigma Selling
Selling a product or service is more than making presentations to prospects. It's making presentations to the RIGHT prospects at the right time. It's also about treating prospects right ON time. "Prompt response to needs and requests" is ranked by prospects only 2nd to pricing.
3 basic steps to finding & developing top prospects
1. Prospect Generation: How to develop more good prospects 2. Prospect Qualification: How to identify more REAL prospects 3. Prospect Development: How to cultivate prospects so they'll choose to buy from you
Self Storage Feasibility Studies
So you’ve decided to get into the self-storage business by developing your own Self Storage Facility. Well the first step should be to locate a viable parcel of ground to develop. However, many investors find that determining an adequate site is a little more difficult than they imagined, and perhaps, should be done with the aid of an independent third party. Why? Because a feasibility study, conducted by a professional, will provide an in-depth analysis of the location to determine if it is viable for Self-Storage.
Align Sales & Marketing with Lead Nurturing
Lead nurturing is all about having consistent and meaningful communication with viable prospects regardless of their timing to buy. It's not calling up every few months to find out if a prospect is 'ready to buy yet?' Lead nurturing is about building solid relationships with the right people. Read our Lead Nurturing Guide to learn how to qualify, score, and nurture leads that aren't quite ready to be handed off to sales.

Buyer beware – scammers and fraudsters on the prowl
‘Buyer Beware’ is a phrase that has been around for a long time and for good reason. There are enough stories in circulation to know that not all sales people or businesses behave honourably, and some are nothing more than fraudsters and scammers. With the market getting more crowded everyday, the need to attract buyer attention and grow revenue, and the rise of the online business model, buyers should beware. While most businesses and their sales people want to attract and work with viable prospects and customers, there are those less than honourable sales and business people who are after victims, not prospects. Their entire focus or raison d’etre is to get your money at your expense.
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