Category Archives: Sales Prospecting

Articles about generating leads, networking, and sales prospecting.

How to Sell on LinkedIn in Three Simple Steps

How to Sell on LinkedIn in 3 Simple Steps

Sales Training for B2B Sales Professionals and Entrepreneurs Selling on LinkedIn is quickly replacing cold calling as the most effective means of prospecting. Buyers prefer this because it is less intrusive. After all, they can answer if and when they are interested rather than being interrupted. The lower level of imposition is preferred by sellers […]

How to Immediately Increase Sales in Two Simple Steps

How to Immediately Increase Sales

In my work with small to medium businesses, I have noticed that there are two common practices that almost literally leave money on the table. These are not difficult to change, and sometimes all it takes is a little awareness to make a difference. Today I will share with you two actions that will immediately […]

How to Network Like a Pro

How to Network Like a Pro

Business networking is a booming industry. It is certainly a comfortable and natural way to generate referrals and potential sales opportunities. Ironically, attending with the intent of creating business can sabotage your efforts. If attendees smell your neediness, it will turn them away from you. Today I will share with you three mental shifts that […]

3 Ways to Earn a Decision Makers’ Attention

Articles about how “cold calling is dead” are plentiful. It’s a convincing argument – we can all relate to being bombarded by calls from people trying to peddle their products and take up our time. Nevertheless, the phone remains a critical tool in the sales consultant’s repertoire. If cold calls are dead, then it makes […]

3 Ways to Immediately Increase Your Sales Credibility

In my article “The Three Keys to Persuasion,” I wrote that credibility is the most important factor your prospects will consider before buying from you. How do you increase your credibility? While there are numerous factors that people will subconsciously consider, here are my top three ways you can immediately increase your sales credibility: Look […]

The one thing you should NEVER say on a cold call

3 things never to say on a cold call

Cold calling is one of the most dreaded aspects of sales. I have already written posts about getting past gatekeepers and defrosting the cold call, but there are still numerous ways we can improve and polish our initial approaches. Today I’m going to share with you one of the most common phrases I have heard […]

Getting Past Gatekeepers – 3 Tips for Salespeople

Getting Past Gatekeepers

Okay, I’ll admit it upfront – the title of this article is slightly misleading. The reason I’m writing is that I can relate to the dread being blocked from speaking to prospects by gatekeepers. I want to offer some help as someone who specialised in appointment setting for 3 years. The title is misleading because our […]