You call a prospect for the first time and ask to meet. Little do you realize that you are the 10th call they received that very day for the same reason. Are you different? Why should they say yes, when you’ve never met? Of course you know to lead with value, what makes you different, […]

If you want to exceed your budget consistently and bring new business into your company, you need to be successful at prospecting, period! This is why the most successful sales professionals earn the big bucks! Sales managers hire sales people that can bring in new business, not manage existing accounts. Yet there are many ‘newbies’ […]

Another year has come to a close and many sales professionals will be glad to say goodbye to 2010. With the economy still recovering and many businesses still holding off on spending, prospecting for new business was especially challenging this past year. So what can you do differently in 2011? What will help you to […]

So how would you like to start your prospecting campaign today? It’s Monday morning at 9 AM and you ask yourself, should I block out and hour for cold calling or should I go see the dentist for a root canal? For many the perceived level of pain is the same. The majority of sales […]

My colleague Barry Caponi of the Caponi Performance Group eats, sleeps and drinks the topic of appointment making. As a matter of fact, their approach, “The Appointment Making Formula” (or The Formula, for short) has become one of the most successful methodologies in the industry because it takes a holistic view of the entire process. […]

My colleague Barry Caponi of the Caponi Performance Group eats, sleeps and drinks the topic of appointment making. As a matter of fact, their approach, “The Appointment Making Formula” (or The Formula, for short) has become one of the most successful methodologies in the industry because it takes a holistic view of the entire process. […]

Most sales professionals cringe when they are told to prospect for new customers! Why? Too much work? Too much pressure to perform? Uncertainty on what to expect? Fear of rejections? Loss on what to say? Yes to all. Prospecting creates anxiety. Either the salesperson is anxious or anxiety is created in the potential buyer. There […]

What can we do to position ourselves to be the partner of choice with our customers and prospects this coming year? Let’s address three key issues when approaching your market: (1) value proposition, (2) how personality impacts on reasons to buy, (3) seeing from your customers’ perspective. First and foremost, we need to revisit our […]