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prospecting

Are you writing sales negotiation emails like prospecting emails?

April 5, 2011 by Kendra Lee with 93 views

Email has become the primary communication tool for sales reps. We use email to prospect instead of cold call. We confirm meetings via email. We follow up on sales calls with an email. We answer prospects’ questions through email. We discuss proposal terms in email. Some savvy sales reps even close the sale through email!For the last two... [read more]

Give Your Prospecting Legs with Social Media

September 1, 2010 by Kendra Lee with 719 views

Social media is all the buzz in prospecting lately. You hear about it everywhere with Facebook Fan pages, tweeting, and LinkedIn profiles. You may even have an account on several different social networks. But have you given thought to how to use it to increase your prospecting results, or do you just see it as something fun to do when you have time? [read more]

Cool Sales Tools to Make Prospecting Easier

February 27, 2010 by Kendra Lee with 235 views

Prospecting has never been harder – or easier. Yes, it’s hard to get responses, but you have all the tools at your finger tips to increase your odds of grabbing the attention of your top contacts and getting a reply. Gone is the dialing for dollars mentality. You can do better than that. You can use these tools to do everything from... [read more]

Cold Calling Isn’t the Only Way to Get Prospects

September 15, 2009 by Kendra Lee with 444 views

Not many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it's the only approach to prospecting, but it doesn't have to be that way. John was a managed services provider looking to grow his company. He created a cold calling plan to reach... [read more]

Fill Your Pipeline by Refining Your Referral Requests

June 9, 2009 by Kendra Lee with 354 views

Lately I’ve heard a lot of people talking about how to get referrals. No doubt about it, they’re one of the quickest ways to fill your pipeline. They’re definitely easier and less stressful than cold calling. They’re more accessible, and there’s less competition to close the deal. Knowing this, more and more sellers are asking for... [read more]

Mine Proposals for Hidden Gems of Opportunity

April 20, 2009 by Kendra Lee with 155 views

With the economy causing prospects and clients alike to clamp their wallets shut, we’re looking everywhere to fill our pipelines. One place you may not have examined recently is in your past proposals, yet they could be the quickest place to find new opportunities.When I’m working with a prospect, I like to look further and deeper than... [read more]

Attract Prospects with Easy Web 2.0 Techniques

March 14, 2009 by Kendra Lee with 201 views

The Internet is my best friend for attracting new prospects. In a flash my name and an article I’ve authored have “gone viral.” I’m promoted all over the world and I’m suddenly the expert everyone wants to talk with. Leads start flowing in from people I’ve never met and new opportunities abound. Is it magic? No! It’s Web 2.0, and you... [read more]

Email is the New Phone

November 28, 2008 by Kendra Lee with 53 views

  But, expectations and how email is used have changed. Many customers now expect you to hold whole conversations via email, sometimes with emails flying within minutes of each other, just as if they were instant messages or a phone call. With these changes email is now as important as face-to-face meetings and phone calls.... [read more]

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