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sales prospecting

October 27, 2014
There is a common misperception that small business owners should not follow up repeatedly with prospective customers. The common reason is that they do not want to be viewed as pushy or aggressive, and if somebody does not respond to an email or phone call they simply aren’t interested. We highlight 6 reasons why a prospective customer might not respond to your first inquiry, and why you should try multiple times.
March 02, 2014
I recently read an article by Trish Betruzzi, inside sales consultant of The Bridge Group, Inc. The title of her blog is “I Hate the Double Tap in Sales“. What she’s referring to is the strategy of calling and leaving a voice message with a prospect, and immediately following up with an email.
June 26, 2012
When you're selling, you and your prospect may have entirely different perceptions of some very common phrases. This disconnect can cause you to do the wrong thing. For example, here are two common things that prospects may say to you.
June 15, 2012
To keep sales momentum alive, you need to provide value on every interaction -- even a quick follow-up call. That means you need to rethink your entire callback strategy. Here are three approaches that have worked for me.