An Easy Way to Ask for a Referral
Many sales professionals would agree, a referral is by far the best way to approach a new business prospect. But getting the referral requires you to make an ask of your current customer. One method […]
What’s Your Sales Prospecting Plan?
Having a structured process for prospecting can be helpful for keeping things on track and making sure that you are optimizing your time and making the greatest impact with your efforts. Have a Plan To […]
How to Minimize the Creep Factor in Sales Diligence
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 […]
Stop Cold Calling and Start Harvesting
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 […]
Houston software startup pivots to provide digital networking solutions
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 […]
Using UCC Data for Prospecting
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 […]
Sales Prospecting in Your Own Backyard
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 […]
Sales Prospecting – Identify Additional Business Entities Using Public Records
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 […]
Latent Opportunities (Part III of the Intersecting Sales and Diligence Series)
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 […]
Know your Customer – The Sales Version (Part II in the Intersection of Sales and Diligence Series)
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 […]