Prospecting & Qualifying

What if you could increase your conversion rates just by understanding how your clients think? It's not as difficult as you might think.

Feeling like it's not okay to reach out to prospects? Matthew Neuberger explains how being honest about that feeling can actually help you connect.

In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process.

The salesperson who claims to “like” prospecting hasn’t ever done it. How can anyone “like” a process that produces such an arena for rejection? When salespeople say they like prospecting, what they might mean is this: “I don’t mind paying the price of prospecting to reach my objectives.”

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.

Eight simple questions about your personal approach to prospecting

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos.

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. How do you avoid looking and sounding like everybody else in the digital realm? Below, you will find three simple strategies that will help you to stand out when you are prospecting online.

Mike Montague interviews Brian Jackson on How to Succeed at Your 30 Second Commercial. Brian is an award-winning Sandler Trainer in San Diego, CA.