IT and Business Insights for SMB Solution Providers

Prospecting

Blog Entry
May 26th, 2021 | Gil Cargill
New post from Gil Cargill..check it out Based on recent business publication reports, approximately 60% of the American workforce has indicated that they want to continue to work from home after the pandemic.  This is going to force an immense change in the way we sell.  Access to decision-makers will, I predict, become even more challenging due to the fact that they... - read more
 
Blog Entry
May 17th, 2021 | Gil Cargill
New post from Gil Cargill..check it out The vast majority of American business-to-business salesforces are using a sales process that was first documented in 1893.  I have read the 1893 edition of the NCR sales training manual and, tragically, it describes the process that many (if not most) American business-to-business salesforces are utilizing. Impact on Sales I also know that this outdated... - read more
 
Article
March 12th, 2019 | Colleen Frye
Follow these expert sales tips to make the process less intimidating and more fruitful. - read more
 
Blog Entry
August 29th, 2018 | Gil Cargill
New post from Gil Cargill..check it out No, not that kind of emotion; but the emotion that exists when you ask a prospect to change his/her vendors, products and/or business processes.  You see, although the topic is frequently glossed over, I believe that natural human emotion is an inevitable component of virtually every sale. For instance, I believe that your prospects are... - read more
 
Article
April 7th, 2017 | Gil Cargill
Rather, it’s a lack of consistent, predictable prospecting that can lead to discounting, low morale, and increased attrition. - read more
 
Article
June 12th, 2015 | Michael Siggins
Managed Sales Pros founder Carrie Simpson explains the benefits of her company’s cold-calling and lead-generation services. - read more
 
Blog Entry
October 6th, 2014 | Gil Cargill
New post from Gil Cargill..check it out - read more
 
Article
January 17th, 2014 | Gil Cargill
Only 10 percent of salespeople make more than three contacts with a prospect. These people have more sales success because they have more first meetings. - read more
 
Article
December 2nd, 2013 | Gil Cargill
When you meet with a prospect for the first time, you’re making “the first sale.” What you give during that meeting determines what you ultimately receive. - read more
 
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