| | | Sales Prospecting Perspectives | | | | 5 articles |
| Page 1 of 1 | Previous | Next | SALES PROSPECTING PERSPECTIVES FEBRUARY 8, 2012 Anatomy of Qualifying a Teleprospecting Call As a manger of client operations part of my responsibility is to help train our business development reps. In one of our classes, Qualification Training, we go through the process involved in a Teleprospecting call and the qualifying information that needs to be attained. Anyone who has been in sales knows that in order to convert a particular conversation to a “qualified lead” you need to uncover their pains and needs, budget, decision making process and time estimate for closing. If you look at the process from an unbiased outsider perspective it makes sense. This can happen. | SALES PROSPECTING PERSPECTIVES FEBRUARY 8, 2012  Sales Character: What You Do When No One Is Looking Just read a great blog by Bob Terson entitled, "What is your word worth". could not agree more that honesty and integrity are the cornerstones of success in business and in life. The following paragraph in Bob’s Book, Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson sums it up nicely. ” Truer words were never spoken. Everyone wins | | | | | |
| | | SALES PROSPECTING PERSPECTIVES FEBRUARY 6, 2012 3 Tips for Teleprospecting into the Pharmaceutical Industry I have always really loved calling into/managing projects related to the Pharmaceutical Industry. The reason why, to be quite honest, is that this industry seems to grow more and more every day, and prospects tend to want to spend money to be the best option out there (and frankly from what I have seen, they have the money to do it ). Typically, prospects within this industry are open to hearing more about how they can run their operations more efficiently and effectively to get their drugs and other products to market faster. Don’t give up when one business unit tells you No. | SALES PROSPECTING PERSPECTIVES FEBRUARY 10, 2012 Teleprospecting Into The Mining Industry: There's Gold in Them Hills! So you wanna start prospecting into the mining industry, huh (no pun intended)? Well, you came to the right place. Grab yourself something to drink and have a seat, because do I have a story for you. No seriously, this is going to take awhile. You might want to get a snack, too. To begin with, the most important thing to understand about the mining industry is that it has seen a lot of hardship in the past few years. Mining was one of the hardest hit industries during the recession, and a significant number of companies are still struggling just to stay afloat. It’s time to get mapping! | |
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