» tag » prospecting

5 questions help to zero in on top targets

October 19, 2012 by Christian Schappel

When prospecting, your sales folks need to know who they should be targeting. More…

High-risk sales models that get results

August 2, 2012 by Bob Hill

Determining which sales model makes the most sense for your business is a little like trying to balance a scale – every change you make on one side is bound to have an impact on the other.  More…

5-step plan for better prospecting results

March 19, 2012 by Bob Hill

At its core, prospecting boils down to nothing more than a simple game of addition and subtraction.   More…

Answer these 3 questions, and you’ll probably make the sale

February 29, 2012 by Bob Hill

In today’s cost-conscious marketplace, very few prospects are willing (or able) to agree to a purchase until they know the answers to these make-or-break questions.   More…

10 prospecting commitments salespeople should make today

February 9, 2012 by Ken Dooley

Here are ten prospecting commitments that may bring your salespeople a steady stream of qualified prospects. More…

Do you know the weakest link in the selling chain?

February 2, 2012 by Ken Dooley

New salespeople do a good job of presenting products and services, but they are often weak in one particular area. More…

Top 5 Reasons a Sale Won’t Close

November 22, 2011 by Ken Dooley

Here are the top five reasons people struggle to “close the deal” in today’s environment: More…

4 ways to turn more social media users into buyers

October 21, 2011 by Bob Hill

Here are four proven strategies companies have used to tap new markets, generate leads and close more sales via social media: More…

30 universal sales truths

September 6, 2011 by Ken Dooley

Here are 30 universal sales truths that have stood up to time and technology: More…

Prospecting? Look at these former customers

September 1, 2011 by Ken Dooley

When your salespeople are looking at new business opportunities, suggest they consider ex-customers they may have wronged. More…

Is Twitter a waste of time for business?

August 23, 2011 by Bob Hill

A new study reveals those who tweet are not necessarily those who buy.  More…

4 areas to focus on when salespeople need a tune-up

August 9, 2011 by Bob Hill

Slumps happen. But they don’t need to be anything more than a momentary distraction, provided managers keep salespeople focused on these four areas: More…

The 3 biggest prospecting myths – and how to overcome them

June 7, 2011 by Bob Hill


Prospecting is difficult enough without salespeople convincing themselves of things that aren’t necessarily true.  More…

5 modern resources that boost cold call results

May 31, 2011 by Bob Hill


Prospecting via the phone isn’t as cut-and-dry as it used to be – but these five modern resources hold the key to turning cold calls into hot prospects. More…

Cold call slackers: 6 people you don’t want on your team

April 6, 2011 by Ken Dooley

Managers will want to ask themselves: Do I have any of these kinds of people on my staff. More…

6 win-win incentives that boost morale, sales

February 15, 2011 by Bob Hill


The most effective rewards are those that help both the company and its salespeople achieve their goals.  Here are six examples of win-win incentives top managers use to keep productivity at a fever pitch every day of the week. More…

Can your salespeople ace this prospecting test?

February 8, 2011 by Ken Dooley

Here’s a simple test that may help pinpoint the current prospecting status of your salespeople. More…

Sales training: 9 ways your team can find and close new prospects

January 19, 2011 by Ken Dooley

As you know, prospecting must come to occupy a primary place on your sales reps’ to-do lists if they’re to be successful. Here are nine techniques to pass along that’ll bring in a steady stream of qualified prospects. More…

Top 10 Sales & Marketing stories of 2010

December 28, 2010 by Christian Schappel


From the stupid things reps said, to the types of people that wouldn’t cut it in Sales, 2010 has been an interesting year. Here’s a rundown of Sales & Marketing Update’s 10 most-viewed stories of the year. More…

Keys to keeping the prospect pipeline full, building relationships

November 17, 2010 by Bob Hill

In sales, if you can’t prospect, you can’t close. In a recent survey, when asked “How much time do you spend prospecting?” 29% of salespeople claimed they spend less than one hour a month prospecting. That’s not going to get it done. More…


Stock Quotes

INDU22296.09  chart-53.50
NASDAQ6370.5898  chart-56.3291
S&P 5002496.66  chart-5.56
GOOG921.15  chart-7.38
NOVLN/A  chartN/A
GE25.115  chart+0.245
IBM145.8110  chart+0.6814
2017-09-25 16:40

Top Trending Resources