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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 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 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 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
- Why Your Elevator Pitch Stinks
- Almost every sales organization trains its sales folk to use some kind of "elevator pitch" which is supposed to "hook" a prospect in a few seconds. However, most elevator pitches don't work because: They're way too long, so the prospect loses interest. ...
- Blog posts 2008-12-10
- Lay the Groundwork...Before You Call
- A reader writes: First, thank you for the nice article, but I'm still having a problem. I work for a multinational insurance company that doesn't do enough advertising in my country to make the brand more visible. We depend on referrals to...
- Blog posts 2008-05-28
- Turn "Send me some info" into a Sale
- "Send me some information" is a common response that pops up early in the sale cycle. It sounds like the prospect is just trying to get rid of you, but that's not really true. If the prospect didn't have at least SOME interest in your offering, you'd just...
- Blog posts 2008-06-02
- A "Warm Calling" Vs. "Cold Calling" Rant
- "Cold call, warm call," it's simply a state of mind. Your mind. Your prospect does not make those distinctions. Just because you have designated a call to be "Warm" doesn't mean that the person you are calling thinks it's "Warm." This "Warm call/cold call" concept is a smoke screen that...
- White papers 2008-01-25
- Toreador Resources Corp. Q3 2008 Conference Call Transcript
- Question-and-Answer SessionOperator Thank you, sir. [Operator instructions]. And we do have one question from Owen Cheevers with Source Capital Group. Go ahead, please. Owen Cheevers Good morning. Could you give some flavor of what you have been working on with regard to additional farm out efforts? John Gilboux In...
- Earnings calls 2008-11-07
- 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
- The Top 10 Cold Calling Mistakes
- When you hang up the phone, where do you want to be? What action do you want your prospect to take? What commitment do you want your prospect to make? Too many prospectors don't identify the goal of their phone call and so they do not get the result that...
- White papers 2008-01-24
- Cold Calling: A Prep Pep Talk
- Stop worrying that your prospects do not want to speak with you. If your offer has value and you have done your homework, targeted your market and are able to speak about your product/service intelligently and articulately, most prospects will be more than happy to listen to what you have...
- White papers 2008-01-24
- 5 Steps To Cold Calling That Won't Leave You Out In The Cold
- You only get one chance to make a good first impression, and when it comes to cold calling, your opening line is the telephone equivalent of a firm handshake. So avoid weak or overused opening statements that will leave your prospects flat. Once you've gotten your invitation to speak, don't...
- White papers 2008-01-20
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