When done properly, prospect research can be the difference between closing a sale or not. However, so often, salespeople let prospect research become the distraction that prevents them from ever picking up the phone soon enough. Learn three simple tips for doing just the right amount of prospect research.
Top performing salespeople are better at managing their time than their competition. Since time is the most scarce resource available to salespeople, learning how to effectively manage one’s time is the difference between success and failure. Learn these three time management tips of top performers.
Have you ever finished an exhausting nine-hour day at work only to feel that you haven’t really accomplished anything that will help you make more money? You are not alone. According to Dr. Gloria Mark, we are interrupted with a minor distraction—something that takes our focus away for just a minute—every three minutes. However, even […]
Did you know that the average sales person only spends about 2 hours per day actually selling? That means if you add up all of the time that the average sales person spends prospecting, conducting sale meetings, and doing sales-generating activity, it only adds up to 10 hours per week. This is disastrous. The rest […]
In the early days, I’d go out to meet with prospects to show them all the incredible benefits I had to offer them, and they would inevitably say something like, “This is really impressive. Let me think it over and we can go from there.” Proud of myself for giving a flawless presentation, I would […]
Your Prospecting Mindset: Jealously guard your time. When it comes to sales, you must jealously guard your time. Many salespeople spend their day without planning how to maximize their time. It’s this mindset that ultimately leads to a lack of a sense of urgency—and a lack of a sense of urgency leads to wasted time. […]