Podcasts about prospecting expert

Tired of hearing soapbox sellers preach about “how” to prospect without giving any real advice? That ends today. Our guests are opening up their personal prospecting process from A-Z: from identifying leads all the way to booking the meeting. Join us for grounded, data-backed advice that will actually help you maximize your prospecting efforts over time.You'll Learn:Actionable prospecting templates you can apply tomorrowCold call frameworks (see them in action with live roleplay) Compelling cold email outlines that work long-termThe Speakers: Will Aitken, Sara Plowman and Donald KellyIf you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Explore our YouTube Channel:https://hubs.la/Q01N39ks0

Prospecting is a critical element of the sales process. After all, how can you expect new business if you aren't finding new prospects who can benefit from your product? In today's episode of The Sales Evangelist, Donald is joined by entrepreneur and speaker AJ Vassar to discuss how to prepare yourself for better prospecting.  Salespeople need new clients in their pipeline.  Despite this, it's an area where people are frequently challenged. In sales, we learn ABC - always be closing. But, just as important is the idea of the prospecting ABC - always be connecting. Connecting and establishing a network is integral to being a successful salesperson. But don't just connect with random people; find people you can provide value to (and vice versa.) When you also focus on connecting people with others, you'll be top of mind in all instances. And that is a critical element to have. What if a salesperson doesn't have time to connect with new people? You have to make time. Connecting people with other people makes you an asset they'll want to interact with (and hopefully do business with.) If you help enough people get what they want, you'll get what you want. Relationships are like a bank account: Don't make a withdrawal before making a deposit. Using this skill on LinkedIn:  If you're connected on LinkedIn, what can you do in 10 minutes per day to find success? One of AJ's mentors is Ronald Jackson, retired three-star army general, ex-referee for the NBA, and professor at Georgia Tech. The very first thing AJ asked him was, “tell me your goals, and what can I help you achieve?” People don't mind talking about themselves - they love it. And everyone, no matter how wealthy, has goals you might be able to help accomplish. One major takeaway: The saying “your net worth is your network” is incredibly apt. But, more importantly, it's not who you know, but who knows you. Follow AJ on LinkedIn, Instagram, and Facebook for more great content. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by mParticle. Are you tired of wading through thousands of open sales positions to find the one perfect for you? Well, look no further. mParticle is one of the leading independent customer data platforms out there, and they're looking for motivated remote sellers (just like yourself.)  With top-name clients from Spotify and Burger King to Airbnb, we don't want you to let this opportunity go to waste! For more information and to view open positions, go to https://www.mparticle.com/careers/. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to!  Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Read the complete transcript on the Sales Game Changers Podcast website. TIBOR'S TIP FOR EMERGING SALES LEADERS: "One of the habits that people should change is how they think of themselves and how they present themselves to their customers. One of the most difficult things I face is convincing salespeople that they're not salespeople, they're subject matter experts. As a subject matter expert, you can actually lead the conversation in a meaningful way that actually helps that customer take insight from you. Customers are not going to take insight from a brochure carrier, but they will take insights from a subject matter expert. One of the first habits that you should work on is upgrading who you are and what you represent to your customers. Someone who's really a subject matter expert wants to understand where that customer is trying to go, what are the objectives that are driving this decision? What are the business motivators that are driving this? Not just what problems/solutions you have.  Most reps are stuck in the present whereas progressive salespeople, subject matter salespeople, can talk in the present but also understand where the company's trying to go because they're focused on impacts and outcomes, not talking about strictly their product."

Read the complete transcript on the Sales Game Changers Podcast website. ART'S TIP TO EMERGING SALES LEADERS: "If you really believe in what you have and you feel that there are people that could take advantage of it, you are actually doing a disservice to people by not being a strong sales professional. The world needs professional salespeople, especially right now, to lead and they need to hear your message. If it's just not a fit today, no problem, at least you found out. A decision is better than no decision so again, you can do this, go out there, give it a shot. Let's make things happen. You can make 2021 your best year ever."

Information is essential for open and relevant conversations. Asking each other questions is a mutual activity. What type of questions progress the sales process, which ones stall it out and which ones can kill it all together. You may need a wooden spoon between your teeth as Bill and Scott discuss How to Deliver Difficult News and much more on episode 431. Find our show notes at: GetInTheDoorPodcast.com The post #431: How to Deliver Difficult News [NEW Podcast] appeared first on The Prospecting Expert.

Sales is leadership and leadership is persuasion; Appealing to others greater good and working with them to achieve their goals. That takes action through influence. Which is convincing others to take action. So grab a notepad and your favorite beverage as we discuss Cialdini’s Six Principles of Influence – Part 1 of 2 on episode 429. Go to: GetInTheDoorPodcast.com The post #429: Cialdini’s Six Principles of Influence – Part 1 of 2 [Podcast] appeared first on The Prospecting Expert.

Are you a VENDOR, a PROBLEM SOLVER, a BUSINESS RESOURCE or a STRATEGIC RESOURCE? And what does each of these descriptions mean to us as sales professionals? Our book club is starting the book BEYOND SELLING VALUE which discusses these selling levels. Fortunately, we have one of the co-authors, Dan Kosch with to tell us about these descriptions and how we can improve our own selling skills. So grab a notepad and your favorite beverage as we discuss Beyond Selling Value on episode 428. Go to GetInTheDoorPodcast.com The post #428: Beyond Selling Value with Co-Author Dan Kosch appeared first on The Prospecting Expert.

How is your self-worth defined? By WHAT you DO or WHO you ARE? Often we will fail in the role we play - what we DO - but we should never feel like a failure - who we ARE. Because you can never outperform a negative self-image. On a scale of 1 to 10, if you feel like a 7 you cannot perform a an 8 or higher. So grab a cup of your favorite beverage as Bill and Scott discuss Who You Are and What You Do and much more on episode 427. Go to: https://mnsales.com/podcast/ The post #427: Who You Are and What You Do [Podcast] appeared first on The Prospecting Expert.

As a sales comes to it's culmination the buyer may ask for concessions – often a lowering of price. What is the salesperson to do? Hold her ground and maintain the price and the profitability or find some way to respond positively to the buyer’s request? Should negotiation play a part in the salesperson’s tool kit or is it an invitation for price cutting? Scott and Bill believe we have very different points of view on this topic, so let’s see there are some fireworks as we discuss Negotiation Training for Salespeople: Point-Counterpoint. All that and more on episode 426. The post #426: Negotiation Training for Salespeople [Podcast] appeared first on The Prospecting Expert.

Every day we take on adversity. Some days more than others. Some time it is initiated by us, others from someone else. If we don’t manage and leverage adversity productivity, we will either grow or become stagnate through unconscious complacency. So get focused and ready to learn as Bill and Scott discuss Complacency with special guest, Ronn Lehmann and much more on episode 425 of the Get in the Door Podcast. The post #425: Avoiding Complacency [Podcast] appeared first on The Prospecting Expert.

Neglected, ignored, taken for granted, just a number. This is how many customers feel when doing business. And because of this, they are vulnerable to the next salesperson that comes along. Or maybe they are actively looking for an alternative supplier. But we’re sure this isn’t true for you, is it? So think about your customers while Scott and Bill discuss the topic of Building Stronger Client Relationships and much more on episode 424 of Get In The Door Podcast. The post #424: Building Stronger Client Relationships [Podcast] appeared first on The Prospecting Expert.

Our beliefs create an internal operating system. How we act. When we are silent. And when we don’t take action. This process defines our truths, gives us confidence, and delivers our results. Do you believe you deserve results?  Learn how powerful thoughts, attitudes and beliefs are everyday of your life. So make sure your ear buds are firmly in place, as Bill and I discuss "Believing works when you are involved in the believing" and much more on episode 423 of Get In The Door Podcast. The post #423: Believing works when you are involved in the believing [Podcast] appeared first on The Prospecting Expert.

Let’s be honest with each other, there’s something about selling that scares you! When you find yourself in a situation where you have to do that “thing” you can feel your heart beat a little faster and your palms start to sweat. At this point you can either drive yourself forward or find another task to do. But if you find another task it puts one more chip into your wall of confidence and hurts your ability to move the sale forward. This podcast episode's topic this week is You Must Overcome FEAR and how we can work through it. All that and more on episode 422. The post #422: You Must Overcome FEAR [Podcast] appeared first on The Prospecting Expert.

Most relationship-based sales don’t happen on the first call. Often the first call is the first step in the sales process. The bigger the sale, the longer the process and the more steps. Each step is an investment of time and energy, with a shared risk on both sides of the table. How can we increase the likelihood of winning the sale with each step? So get ready to learn more about Follow-through or Foul Up and much more on episode 421 The post #421: Follow-through or Foul Up [Podcast] appeared first on The Prospecting Expert.

I got an appointment with the right person. The appointment went great and I asked penetrating and essential questions. My proposal was spot on and the client seemed really interested in our value proposition. But here it is 3 weeks later and I still don’t have the deal. What’s up with that? In this podcast, Scott and Bill will have a conversation with Steve Keating, a well-respected sales professional and trainer on the topic of I’m Doing the Work, Why Don’t I Get the Deal? The post #420: I’m Doing the Work, Why Don’t I Get the Deal? [Podcast] appeared first on The Prospecting Expert.

There are people you know; and people you don’t. If we leverage the people we know, to get introduced to the people we don’t know, we will shorten the sales cycle, increase the closing ratio and increase your prospect base – faster and cheaper than any other form of marketing. In this podcast, Scott and Bill will discuss The Power of Referrals and much more on episode 419. The post 419: The Power of Referrals [Podcast] appeared first on The Prospecting Expert.

Since I’m in sales and paid to be a salesperson then it only follows that I’m a professional, right? While that might technically be true, both statistics and personal experience tell us that only about 15 to 20 percent of salespeople are truly professionals. In this podcast, Scott and Bill will talk about the 5 key attributes that make the difference between a Sales Professional and an Amateur. So buckle up for episode 418 of the Get in the Door Podcast. The post #418: Are You a Sales Professional or an Amateur? appeared first on The Prospecting Expert.

In complex, relationship sales there is usually more than one person involved in the overall decision to make a change. In addition, to the most common motive and finding three reasons to change, there may also be more than three people affected. Getting everyone, together to agree and commitment, can be a challenge. In today’s show, Bill and Scott will discuss Important to Who? Understanding the people and process of the sale, and much more on episode 417 of the Get in the Door Podcast. The post #417: Important to Who? [NEW Podcast] appeared first on The Prospecting Expert.

Have you ever asked a question in a customer interview and gotten an answer that made it HARDER to sell your product or service? Perhaps this happened because you hadn’t prepared questions that lead the customer to understand the unique value that you are bringing to them. In today’s show, Bill and Scott will explore Advantage Questions. Plus many more topics on episode 416 of the Get in the Door Podcast The post #416: Advantage Questions [NEW Podcast] appeared first on The Prospecting Expert.

What is the difference between Sales and Marketing?  Who is responsible for generating revenue? There are many challenges both department struggle with on working together to achieve revenue goals.  However, there are ways for greater cooperation. In today’s show, our guest Greg Pomerantz will discuss the relationship between sales and marketing. Plus many more topics on episode 415 of the Get in the Door Podcast. The post #415: Sales and Marketing Should Work Together appeared first on The Prospecting Expert.

CEO – CIO – CFO – all of these executives work in the C-suite. And many sales people have no idea what it takes to get access to them nor how to sell to this high powered group. But if you can break through the barriers that hold you back and drive the right kind of meeting – you can achieve greatness as a salesperson. On today’s show, Scott and Bill will discuss Selling to the C-Suite and much more on episode 414 of the Get in the Door Podcast. The post #414: Selling to the C-Suite appeared first on The Prospecting Expert.

Before starting a training program, I meet with each salesperson and ask them the question, “What does a perfect week look like for you?” They stammer and reply with, “It depends.”  I ask. “Depends on what?”  “Well, what happens.” They say.  I ask “Who’s in charge of how you trade your time?  You or them?” On today’s show, Scott and Bill will investigate What is a Perfect Week? and much more on episode 413 of the Get in the Door Podcast. The post #413: What is a Perfect Week? appeared first on The Prospecting Expert.

Have you ever had a sales call where you felt desperate to close the deal? Where you REALLY needed to make this sale? Or one where you felt the buyer had all of the control? Did you make those deals? Were you able to maintain profit margin or did you end up giving it all away? How we view ourselves and our status in the marketplace can have a great effect on the outcome of a sales call. On today’s show, Scott and Bill will discuss Sales Posture and Confidence and much more on episode 412 of the Get in the Door Podcast. The post #412: Sales Posture and Confidence [NEW Podcast] appeared first on The Prospecting Expert.

Imagine you the just held the best prospect meeting ever. They asked you all the right questions. You gave them all the right answers. There were no questions. It was a “drop the mic” moment. Silence. Then they said. “Well, thank you for coming in. I can tell you really know your stuff. You taught me a lot. I can see why so many people pick you. I will think this over and get back to you.” Now you want to pick up the mic and ask – “what happened?” On today’s show, Scott and Bill will investigate the “I need to think about it” objection and how you can deal with it, and much more on episode 411. The post #411: I Need To Think About It [NEW Podcast] appeared first on The Prospecting Expert.

Acquiring a new customer can cost 4 to 5 times as much as retaining a current customer. Meanwhile, the success rate of selling new product or services to an existing customer is over 50% whereas the success rate of getting a NEW customer may be as low as 5%. Obviously it is worth our time to concentrate on developing the accounts we already have. On today’s show, Scott and I will discuss Major Account Strategy and a bunch of other information designed for the sales professional on episode 410. The post #410: Major Account Strategy [NEW Podcast] appeared first on The Prospecting Expert.

What is your first reaction to your prospect’s objection? How do you respond in a way to build confidence – in you, your product, and the marketplace? Once we label the objection and follow a process to seek the real reason, we can apply the response in a way to build value, reassurance, and credibility. In this episode, Bill and Scott will investigate Overcoming Objections, how to address them, and much more. The post #409: Overcoming Objections [NEW Podcast] appeared first on The Prospecting Expert.

Good training is valuable, right? Well trainers think so, but I’m sure that not all of the participants would agree. Determining the value of training based on our “gut” gets us nowhere. But there are systems that will help you understand the real Return On Investment, whether you are the sales manager or the sales person sitting in the class. On today’s show, our special guest, Kristen Taraszewski will give her insights on Measuring Training ROI and much more on episode 408. The post #408: Measuring Training ROI [NEW Podcast] appeared first on The Prospecting Expert.

Learn To Prospect Like An Expert With Steve Kloyda   Prospecting isn't to be taken lightly and there are skills needed before you can prospect well. In this episode, Steve Kloyda helps us figure out how to prospect like an expert.    Steve Kloyda has been creating unique selling experiences for over 30 years and has been able to transform the lives of countless salespeople. In addition to facilitating thousands of workshops across the country, he personally made more than 25,000 sales and prospecting calls, listened to and analyzed more than 25,000 sales calls, and facilitated over 6,000 one-on-one coaching sessions. He has clearly earned the title expert! Steve's insights have provided clients with a powerful learning experience for anyone who wants to transform their sales and dramatically grow their business. His aim is to help salespeople attract more prospects, retain more clients, and drive more sales.    Steve also remembers unforgettable customer service. One of his coolest sales experiences was at Hilton Head several years ago when it was suggested to him and his wife to go to the Pink House for dinner. It was indeed an old pink house converted into a restaurant and by dessert, his wife just wanted fresh fruit but it wasn't on the menu. Steve made his request and though it wasn't a dessert they offered the waiter came back 10 minutes later with a plate of fresh fruits so beautifully arranged it reminded Steve of a work of art. To top it all off, they didn't even charge them when they were billed! The Pink House went above and beyond all their expectations.  When was the last time you went out of your way for a customer?   Steve as the prospecting expert  Steve started his company, Telemasters, in 1990. He built the company over 18 years and they specialized in creating a unique process for salespeople to prospect. From that point until 2005, the primary tools for prospecting were basically telephone and email. When 2006 came around, social media including LinkedIn started to look like a great platform to prospect. Steve went on an online class with Carrie Wilkerson, The Barefoot Executive, and what she asked him hit him:    What are you really passionate about? What are you really good at?    Steve has always been good at opening doors and prospecting. To see how many people were looking up topics related to prospecting, he did a Google search and learned that tips, strategies, and ideas were a hot topic. People are searching for these topics about 200 to 300,000 times a month. He decided to sell his Telemaster brand and changed the name into what it is today, the Prospecting Expert.    Claiming it  You can't call yourself an expert unless you've walked that path and Steve has certainly walked them all. Today, he is helping salespeople attract more prospects and drive more sales as he provides a clear path for sales and prospecting success.    The basics of prospecting  The definition of prospecting is  “in search of or to labor for.” As sales reps, we are looking for people who are going to purchase our product or service. We're also searching for new customers and new businesses through our existing customers. Let's look at Hector the Prospector as an example. During the California Gold Rush, he found a nugget of gold but he didn't stop to turn in that one gold nugget. He continued to prospect until the stream dried up and then he looked for another stream.    All successful salespeople never ever stop prospecting. #SalesProspecting    The organic process Prospecting should be an organic process that starts with identifying who your target audience is. One of the mistakes salespeople make is that they don't know who they should be selling to and are prospecting people who don't have the ability to say yes. It really comes down to knowing where your prospects hang out, whether that be online or offline, and identifying ways to approach them naturally.    Prospecting methods over the years Prospecting methods have changed dramatically over the years. In the 1980s, they had the telephone and snail-mail. There was no voice mail or email. In 2003-2004, social media started gaining popularity, especially platforms like Twitter and Facebook. Steve got the first taste of Twitter in 2008 and he immediately disliked it. He thought Facebook was for kids and with the addition of LinkedIn and Youtube, social platforms were coming from all directions.    Steve soon realized that these tools were becoming an important point of contact in the sales process. Some salespeople, however, started to hide behind the technology and they have bought into the notion that somehow Twitter is going to help them sell. These tools can certainly be used to connect, educate, and engage with your target audience but ultimately, a phone call or meeting will have to happen.  People can't forget how to engage.    The way Steve uses social media is with his Instant Sales Nuggets and twice a day, he posts a tip on Twitter. He also knows how to ask his network great questions. These may just be a sentence or two that he puts out but still doesn't post his link. This is the education part he's happy to provide in order to build relationships and start conversations. He repeats this process across the various social media platforms such as Facebook, LinkedIn, and Google+. He will then periodically post his podcasts on his website or promote his website on Twitter. In order to provide valuable content to his network, Steve makes sure he knows what people are looking for and what they're talking about so that what he shares is relevant.    Major mistakes when prospecting  Mistakes can be made online and offline. In addition to believing social media can close a sale for you, the biggest mistake salespeople make online is the  ‘look at me' approach where their content is all about them. You can do some of that but the focus should always be about giving more information than you are asking for a return as illustrated in Gary Vaynerchuk's book called Jab Jab, Jab, Right Hook: How to tell your story in a noisy social world.    Mistakes offline go back to the lack of understanding of their target audience and the lack of preparation:  The target audience has not been identified. There has been no preparation made before the call.  Too much time is spent with people who don't have the power to say yes.    The target audience has not been identified. Niche down so you truly know who will benefit from your product.  What problems can you solve and who is dealing with these challenges?   There has been no preparation made before the call.   Steve is a big believer in scripts but in this case, the script isn't just about words you say over and over but includes the outline of what you want to convey and what questions you want to ask that are specific to your prospect.  Know your agenda and stick to it. Steve says, “The purpose of the calls is to keep the purpose of the call the purpose of the call.” For example, if the purpose of the call is to qualify this person, then qualify him. If it's to set an appointment, then ask for an appointment by the end of the call.    Too much time is spent with people who don't have the power to say yes.  Salespeople can waste a lot of time talking to the wrong people. Ideally, before you talk to someone do your research and answer what Steve calls the Rules of Engagement.    Who is this person? What role do they play in the company? How do they make decisions?   Why do we make mistakes  Many salespeople are never taught the art of asking the right questions or they are afraid of asking the right questions. One of the books that Steve recommends to sharpen this skill is How I Raised Myself from Failure to Success in Selling by Frank Bettger. You can't produce the right results unless you talk to the right people and ask the right questions. Steve suggests the following guidelines when making a call.    Greet with, “Hi, ____.  I know you weren't expecting my call but do you have a minute to talk.” Salespeople are taught not this question gives a prospect an out but it's not true. This question allows you to get right into your qualifying questions whereas, “How are you doing?” ends up being a delay. Mix up your questions. You can ask the prospect, “I understand that you're the person responsible for making the decisions for training for your salespeople, is that correct?” If they say yes, you can keep the same thread going. “Well, ____, you mentioned that you're one of them, so who besides yourself is involved in this decision?”   Ask these questions, give your purpose statement, and ask for an appointment. Create a picture in the minds of potential customers and show up prepared.  When you know what you're going to say, you don't become the script.  The script becomes you.  Make a strong first impression.    Social media platforms are a good avenue for starting relationships but at the end of the day, it comes back to the phone and face to face meetings. The phone is still important in the process of prospecting.    Steve's major projects  Steve loves to create content. He started a webinar series and did that on a monthly basis every Wednesday. You can also check out his YouTube channel for additional content.    Never ever stop prospecting. If you had the cure for cancer, you'd tell everyone. Your job is to plant the seed. Every salesperson can solve someone's problem.  It is your moral responsibility to make an approach and make the call.    “Learn To Prospect Like An Expert With Steve Kloyda” episode resources  Connect with Steve via his email.  If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble for free now at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It's a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.  We'd love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

I can save you money! Salespeople lead with this statement which automatically turns your conversation into selling on price and not value. You will never win the price battle.  What will add the most value to the conversation? What is most important to the prospect? How can you win more sales by offering value, delivering the best solution and maintaining your profit margin? In today’s show, Bill and Scott will investigate Fighting Commoditization and much more on episode 407 of the Get in the Door Podcast. The post #407: Fighting Commoditization [NEW Podcast] appeared first on The Prospecting Expert.

Industry event – CANCELLED! Trade Show – CANCELLED! Networking breakfast – CANCELLED! Now what do I do? Where can I go to get new names to prospect? On today’s show, Bill and Scott discuss “Sources for Customers While in Lock Down” and much more on episode #406 of the Get in the Door Podcast. In this new episode Bill and Scott will discuss the strategy of finding customers while being sheltered-in-place.  It includes: Using LinkedIn, Contacting past clients and Uncovering the importance of cross-selling. The post #406: Sources for Customers While in Lock Down [NEW Podcast] appeared first on The Prospecting Expert.

When you were in high school, did you ever receive a lower grade than you thought you deserved?  What contributed to that outcome?  What will you do different, next semester? Our grades as a student are like our monthly sales numbers as a salesperson. TODAY, Bill and Scott will delve into False Facts about “Making Your Number” and much more on episode #405 of the Get in the Door Podcast. The post #405: False Facts About Making Your Number [NEW Podcast] appeared first on The Prospecting Expert.

Are you qualifying your prospects? Have you ever found yourself in a new client meeting and shortly into the discussion it dawned on you that there was nothing here for either you or the customer? How about those times when you had an appointment that was going well until you discovered that your price wasn’t even close to an amount they were willing to spend? The post #404: Qualifying Prospects to Avoid Useless Meetings [NEW Podcast] appeared first on The Prospecting Expert.

What is the difference between price, cost and value? The post #403: Define Value – April 2020 [NEW Podcast] appeared first on The Prospecting Expert.

Does your attitude matter? And if it does, what steps do you take to keep it upbeat and productive? The post #402: Attitude Makes A Difference [Podcast] appeared first on The Prospecting Expert.

We're Back! Professor Plum introduces our new co-host, Bill Hellkamp, and discusses the future of the podcast.  The post #401: April 2020 – And We’re Back! [Podcast] appeared first on The Prospecting Expert.

Would you like to know the Secrets of closing the sale? The post #194: 7 Rules I use in Closing the Sale [Podcast] Repost appeared first on The Prospecting Expert.

Not Enough Prospects? The post #193: Building a Robust Prospect Pipeline [Podcast] Repost appeared first on The Prospecting Expert.

Behind on your sales quota? The post #192: It’s The Bottom of the 7th with Professor Plum [Podcast] Repost appeared first on The Prospecting Expert.

How do you find new customers without ignore your current customers? The post #191: Are You Ignoring Your Customers? [Podcast] Repost appeared first on The Prospecting Expert.

Focus on stuff that matters and discover what works for you! The post #190: 3 Tips for Better Sales: Silvia Pencak [Podcast] Repost appeared first on The Prospecting Expert.

Stay focused on the basics and fundamentals. The post #189: Consequence for Not Prospecting [Podcast] Repost appeared first on The Prospecting Expert.

Work harder on yourself then you do on your job. The post #188: Standing Before Kings [Podcast] Repost appeared first on The Prospecting Expert.

Would you like to know how to get unstuck? The post #187: Get Unstuck with Professor Plum [Podcast] Repost appeared first on The Prospecting Expert.

Do you have the  mindset, “I’m here to help and add value”? The post #185: Sales Babble with Patrick Helmers [Podcast] Repost appeared first on The Prospecting Expert.

Is your customer involved in the selling process? The post #184: Let The Customer Help You Make The Sale [Podcast] Repost appeared first on The Prospecting Expert.

Do you leave an effective voice mail message? The post #183: How To Leave An Effective Voice Mail Message [Podcast] Repost appeared first on The Prospecting Expert.

In this episode you will learn why it’s important to learn the A, B, C’s of selling. The post #182: The A, B, C’s of Selling [Podcast] Repost appeared first on The Prospecting Expert.

How can you professionally approach a prospect for the first time? The post #181: Approaching the Executive Level [Podcast] Repost appeared first on The Prospecting Expert.

This is a Sell or Die classic episode. Maybe you missed it the first time around. If you didn't, listen again. Repetition is the mother of mastery. Original Release Date: May 18th, 2017 Jeb Blount is the author of Fanatical Prospecting and has devoted his life to help people make more sales through the art and science of prospecting. His new book Sales EQ explores the new psychology of selling. In this interview he'll explain how ultra high performers are leveraging emotional intelligence to close more deals.   Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!   Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy   FREE EBOOK: GET GOOD, BETTER, BEST! Learn the six elements that you must master in order to uncover the secret of personal achievement. Good. Better. Best. Which one are you? http://bit.ly/GOOD-BETTER-BEST

Jeb Blount is the author of Fanatical Prospecting and has devoted his life to help people make more sales through the art and science of prospecting. His new book Sales EQ explores the new psychology of selling. In this interview he'll explain how ultra high performers are leveraging emotional intelligence to close more deals. PLUS! This episode contain multiple giveaways. Listen to find out how you can win breakfast on us and more.