Sometimes I’ll overhear one of the newer BDR’s try out the trick-line, “Sure, I’d be happy to send you some more information. This past weekend I completed my first ever Tough Mudder event, “Probably the Toughest Event on the Planet.” ” It is described as a 10-12 mile mud run straight up the face of Mount Snow in Vermont, complete with 26 obstacles designed by British Special Forces, and meant to test each Mudder on strength, stamina, mental grit, and camaraderie. Preparing for every dial you make is crucial to your success. MORE >>

The better informed your prospects and existing customers are, the more your brand can stand out as you uncover and address their needs. You share information, educate people, communicate and engage on social networks. Sales Prospecting Perspective is pleased to bring you a guest post from Jon Ferrara, CEO of Nimble , a social CRM solution. People born at the turn of the 20th century saw a lot of change over their lifetimes. They went from horse to automobile, from oil lamps to electricity.saw the transformation of medical care, science, and society. Or your computer. MORE >>

About the Author: Uniquely talented because of his super-geeky Information Technology background, James Hutto is a problem solver and reformed I.T. 'Sales Prospecting Perspectives is pleased to bring you a guest post from James Hutto , co-founder of Valeo Marketing. In an ideal world, we’d all have 100% email open rates. After all, they signed up, so they want to see what we have to say, right? If only things were that simple. Even if you’ve crafted the perfect squeeze page, written amazing content, and gently encouraged your readers to sign up via email. But don’t fret! You’re busy. MORE >>

For more information and tips on building a list development team and implementing best practices for your teleprospectors, make sure to download our latest resource guide Oh lists…lists are great! Lists keep teleprospectors and inside sales reps busy and within those lists hold the potential for qualified opportunities and sales pipeline. Getting a fresh new list can feel like Christmas to a teleprospector. On the other hand, sometimes the size of a new list (3000-5000+) can seem like a daunting amount of data to deal with, like finding a needle in a haystack. MORE >>

But it still takes time to utilize these new channels and find the information and data you need about your prospect before you begin to build a relationship. As a sales rep, you are now armed with a lot of information to begin a conversation with me and to start building a new relationship. Over the last couple months I have read four or five posts discussing relationship selling and the fact that it is dead. Transactional selling was replaced by relationship selling, and now that has reached its end of life. So what has replaced relationship selling? MORE >>