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- Prospect
- a person or organization considered likely to buy a product or service
- Prospect definition on BNET »
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- Research a Prospect...in Ten Minutes
- A meeting with a prospect is more likely to result in a big sale if you go into the engagement armed with solid information about the prospect's firm. Fortunately, there's no mystery to market research. Here's how the experts build a quick corporate...
- Blog posts 2008-05-05
- Are You Truly Ready to Sell?
- Selling is all about preparation. However, you can know your customer's business and your own business up, down and sideways, but if you don't know the points of leverage -- the places where you can influence the customer to buy -- you're not really ready sell. ...
- Blog posts 2008-04-08
- Planning the Campaign Cycle
- Every sales prospect goes through a "customer journey," moving from a prospect with little or no awareness of a company and its products to a loyal, repeat customer. At each stage of the journey, companies can use specific marketing tools and activities to engage prospects and communicate with them effectively....
- Articles 2007-11-30
- Improving Web Site Landing Pages
- When a Web user clicks on a link, perhaps in an email or from an online advertisement, the user's directed to a Web Site page known as a landing page. The page features information on the product or service that was advertised. Its objective is to encourage the visitor to...
- Articles 2007-11-21
- Improving Telephone Selling Techniques
- A telephone can be a powerful sales tool in the right hands. It can be used to generate leads, qualify prospects, and support the field sales force. To be effective, it's essential to prepare for the call, target the right prospects, and plan a structured but flexible script. What...
- Articles 2007-11-21
- Improving Prospecting Performance
- Prospecting is a process of selecting the best candidates for a sales pitch. By using research to build an understanding of your prospects' needs, you can define the companies and individual decision makers most likely to lead to a sale. Good prospecting identifies the quality candidates—those who are most likely...
- Articles 2007-11-07
- Closing Rule #4: Always Be Checking
- When it comes to closing, timing is everything. And that leads us to: Rule #4. Always Be Checking. The best way to know when it's time to close, according to closing guru Linda Richardson, is to return the old ABC adage from "Always Be Closing" to...
- Blog posts 2007-10-12
- Common Phrases that Scuttle Sales
- The quickest way to damage a budding customer relationship is to use trite phrases that make you sound like a B2B sales rep. Don't get me wrong... there's nothing wrong with being a sales rep, but if you sound like one, it lessens your ability to achieve rapport and...
- Blog posts 2007-09-20
- To Sell More, Listen to Your Voice.
- Building quick rapport on the telephone requires the ability to subtly reflect the prospect's voice qualities (tonality, accent, word usage, rhythm, etc.) To do this, you need three skills: The ability to hear and quickly assess the prospect's voice qualities. During the greeting phase,...
- Blog posts 2007-09-19
- References and Referrals are Different
- Referral selling (see yesterday's post) is the art of getting your existing customers to do some of the heavy lifting when it comes to developing a new opportunity. That's a really good thing because, in B2B sales situations, the hardest part is breaking the barriers of indifference and...
- Blog posts 2007-09-06
- Cold Calling 101
- Let’s start with the basics. The absolute suckiest task that sales folk must do is cold calling â€" trying to get a telephone meeting with somebody who doesn’t know you from Adam. There are a lot of “tricks of the trade†when it comes to cold...
- Blog posts 2007-01-31
- Ten Sales Lessons From The Campground
- Planning your trip in selling means that you have an idea of your ideal outcome for the overall sales process as well as the next contact with your prospect, client or customer. Packing properly for selling requires checking a conscious and deliberate checking of your materials and anything you need...
- White papers 2005-10-28
- Ten Sales Lessons From The Cat
- In selling, checking it out thoroughly means that doing your homework before diving into a new selling opportunity. From one perspective, look to see if this prospect is worth the time and effort required to develop a relationship. If the potential is a single sale or project, will the return...
- White papers 2005-10-28
- Sales Lessons From The Links
- In selling, warming up before you begin can take many forms. It can mean rising from sleep early enough in the morning that you shake off the sleepiness and get your head fresh and clear for the opportunities of the day. It can also involve doing your homework on a...
- White papers 2005-10-28
- 7 Rules for Great Sales Questions
- All sales questions are not created equal. Good questions give you information to help you move the sale forward. Lousy questions simply annoy the prospect and worst case can kill the sale entirely. Here are the 7 rules for asking great sales questions, with some quick examples:...
- Blog posts 2009-07-20
- 10 Tough Questions To Ask Prospects
- Are you asking your prospects the wrong questions? When most sales reps are developing a B2B sale, they limit questioning to generic issues like which products the prospect is currently using. Here's a better idea: ask questions that reveal if the prospect is truly qualified to buy and how the...
- Blog posts 2009-06-22
- Four Best Practices For E-mailing Sales Presentations
- Many times we are asked to e-mail a sales presentation either as a substitute for a live meeting in the early stages of the sales process or so the prospect can share it with others. This paper gives four best practices to make sure your presentation gives the prospect the...
- White papers 2008-06-02
- QUIZ: How To Save a Failing Sales Call
- Scenario: You're meeting face-to-face with a prospect for the first time. You've done your planning and your research and you've entered the meeting with the right attitude. Even so, the prospect seems disengaged and uncommunicative, and you're not learning anything useful or moving the sales forward. If something doesn't change...
- Blog posts 2009-04-16
- How to Survive a "Prospecting Blitz"
- Every so often a sales manager gets the bright idea to do a prospecting blitz. He hands out a gargantuan list of sales leads and tells everyone to get callin'. Such activities, however, are usually a waste of time because so many of the leads turn out to be dead...
- Blog posts 2009-04-02
- Can Free Office Items Generate Sales?
- Some sales reps think that if they get their corporate logo and contact info onto enough office items, and get those items into enough offices, prospects will ring the phones off the hook. But sending junk to prospects usually doesn't work, in my observation. It just...
- Blog posts 2009-03-31
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