In this data-rich age, integrating marketing and business intelligence into a solid prospecting and sales strategy is easier than ever. A producer with good sales diligence skill will already have an extensive profile on potential […]
Most people don’t like receiving cold calls and most sales people don’t like making cold calls. Your prospect’s time is valuable, and most importantly, your time is valuable. You don’t want to waste your time […]
Read the article at InnovationMap Several years ago, David Grimes had a business partner who played dirty. It wasn’t until the trial that followed the business wrongdoing that Grimes discovered the man had a history […]
If you’re in the finance business, then understanding the financial relationships of your prospects can be a huge advantage over competitors. Researching UCC (Uniform Commercial Code) filings are one way to gain an edge. UCC liens […]
Some things in sales never change, like having a way to get your foot in the door. The one thing that has changed is that cold-calling may not be a viable option anymore, given that […]
Latent Opportunities A latent opportunity refers to the network of other businesses and affiliates within your customer base that have yet to be discovered. Often, a business owner may be involved in multiple businesses as […]
Sales prospecting often involves targeting a list of random contacts in a specific area of interest. However, having a referral for new business is by far the best way to ensure closing a sale. Having […]
You’ve heard about KYC or Know your Customer in the banking industry. It’s part of regulations ensuring that banks know who they are doing business as part of their anti-money laundering requirements. In sales, knowing […]
What is the intersection of sales and diligence? The short answer is connection. Sales is really based on making a connection with a customer and meeting their needs with a product or service that is […]
Reconciled Business Identity (RBI) is created by reconciling disparate data to create a business footprint of an individual. The data that makes up an RBI must come from verified sources, such as the secretary of […]
