Anyone who earns their living in sales (or has seen the movie Glengarry Glen Ross) knows that not all leads are the same. Some are “sales ready” from the get-go and others need to be nurtured and coaxed along. Nurturing … Continue reading →
Think your prospecting emails might be landing in the same folder as those confidential requests from that Nigerian prince? Take heart, today we’re going to show you seven proven strategies to get your prospecting emails opened and read. Let’s be … Continue reading →
The bitter taste of rejection, frustration, and discouragement makes prospecting for new accounts feel like the last thing anybody wants to be doing. Those negative feelings – or the fear of experiencing them – can have a paralyzing effect on … Continue reading →
Sales guru Jill Konrath has a lot to teach us about crafting a strong Value Proposition. But her key point is very simple: Your message has to make the intangible tangible. Whether you’re selling to C-level executives or small business … Continue reading →