Tag Archives: prospecting

Why You’re Bad At Generating Qualified Leads

Consistently generating qualified leads is at the heart of being an effective salesperson, yet it remains a constant battle for so many salespeople and the companies they work for. To increase and sustain revenue growth you need a pipeline that’s alive with new qualified (I would make that extra bold if I could) opportunities. And […]

Are You Certified To Sell?

Spring 1986 College graduation was a few weeks away. At commencement I would receive a piece of paper showing I had earned a Bachelor of General Studies degree. (For those of you who don’t know, he was a great warrior, General Studies; not to be confused with General Custer, General Patton, etc.) The time had […]

How To Expand Your Prospect’s “Small Thinker” Mindset

Early in my career, I worked with a colleague who had a very simple classification system for new prospects that I’d like to share. I believe it will help you better evaluate and approach opportunities in the future. After virtually every call we went on together, he would place the prospect into one of two […]

An Unconventional (Yet Ridiculously Logical) Approach For Getting Past The Gatekeeper

It’s one of the oldest games of cat and mouse. Before walking through the door you get your game face on. Maybe you even give yourself a quick pep talk. You get as mentally prepared as possible for the pending face off. On the other side of the door, she sits. Patient, calm, and clear […]