Prospecting & Qualifying

Think about the best sales presentation you've ever made. You researched your prospect. You put together a killer PowerPoint. You gave them all the reasons they should buy. Yet for some reason, they didn't become a customer.

Giving an effective sales presentation requires more than just having a well-crafted pitch and an excellent slide deck. It also requires a deep understanding of your prospect's issues and challenges - or "pain points." And the same thing applies to leading a team and managing your people!

In this episode, Chris McDonell discusses how to use Sandler's up-front contract to increase rapport. We will talk about how an up-front contract can help with bonding and rapport and how it can be used to ensure that objectives are clear.

Many salespeople don’t prospect simply because they are not required to do so in their role; those who are required to prospect do it to varying degrees of success – and some of those salespeople struggle. An effective daily prospecting routine will be more important than ever in 2023.

Phone outreach is one of many tools in 2023’s multi-platform sales toolbox. It’s a tool that (depending on your market and your role) may become an important part of your individual behavioral plan …if used properly.

What if you could increase your conversion rates just by understanding how your clients think? It's not as difficult as you might think.

In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process.

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.

Eight simple questions about your personal approach to prospecting

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos.

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?