Four Steps To Writing Killer Prospecting Emails
What kind of a role does email play in your agency’s marketing arsenal? Chances are you’re making use of email in some marketing capacity, even if it’s just to keep your name in front of customers and...
View ArticleWhy prospects think twice before buying and what you can do about it
We’re used to hearing sleazy stories about people and companies that put profits above all else and are willing to do all kinds of unscrupulous things to cheat the system – like opening accounts for...
View ArticleTurkeys in the middle of the road
I live in Western Massachusetts where it’s not unusual to encounter wildlife like foxes, deer, bears and other creatures. But I was pretty surprised to drive down a street in Boston last weekend and...
View ArticleA Great Close To Boost Email Responses
How do you close your prospecting emails? The way you sign off could make a real difference in the number of responses you get. Maria at PMA recently came across this study that’s based on a huge...
View ArticleThe Door-In-The-Face Strategy
Not too long ago we talked about the Foot-In-The-Door principle where the sales person makes a small request of a prospect and, once that’s granted, follows up with a larger “ask.” Just the other day I...
View ArticleFinding the Fly in the Ointment
I saw this in a recent webinar, and it didn’t surprise me at all: 60% of sales opportunities with executives result in no change – the buyer ends up sticking with the status quo. For commercial...
View ArticleAre You Falling For These 3 Lies Prospects Love to Tell?
“Everyone lies,” as TV’s master diagnostician, Dr. Gregory House, famously noted. We all do it. Often we’re just being tactful. Telling someone we’re about to walk into a meeting can be an expedient...
View Article4 Amazingly Effective Openings for Your Sales Presentation
You’ve landed your meeting with the CFO. She and her team are all assembled and ready to listen. Barely five minutes into your presentation, you see the disenchanted looks on people’s faces and...
View ArticleA Better Value Proposition
Sales guru Jill Konrath has a lot to teach us about crafting a strong Value Proposition. But her key point is very simple: Your message has to make the intangible tangible. Whether you’re selling to...
View ArticleA Cure for the Tyranny of Prospecting
The bitter taste of rejection, frustration, and discouragement makes prospecting for new accounts feel like the last thing anybody wants to be doing. Those negative feelings – or the fear of...
View ArticleThe Joy of Cold Calling
Really. What’s so cold about cold calling anyway? Some say it’s because the recipient is caught “cold.” They had no expectation you’d be calling, so they’re unprepared, and perhaps a bit surprised. To...
View ArticleBarriers to Bridges: How to use people’s resistance and disinterest to turn...
We might be addressing others at an important sales presentation, the monthly sales coaching session, or an annual conference. We want the audience to give us their rapt and undivided attention. But...
View ArticleDon’t Let the Perfect be the Enemy of the Good
Hey readers, this is our one hundredth issue of MarketPulse! To celebrate we wanted to do something special, so we decided to focus on excellence, flawlessness, impeccability, and getting things 100%...
View ArticleWe’re Gonna Need a Bigger Boat
Are we? When we realize that the challenge before us is more daunting or complex than we thought, the tendency is to want to throw more resources at it – more money – enlarge the team – extend the...
View ArticleThe Door You Want To Open
Think your prospecting emails might be landing in the same folder as those confidential requests from that Nigerian prince? Take heart, today we’re going to show you seven proven strategies to get your...
View ArticleWhy incubating sales leads makes such a huge difference
Anyone who earns their living in sales (or has seen the movie Glengarry Glen Ross) knows that not all leads are the same. Some are “sales ready” from the get-go and others need to be nurtured and...
View ArticleThe Warm Hand Of The Familiar
Have you noticed we’re living in a world of short attention spans and constant distractions? But maybe you were busy checking email or Facebook and didn’t notice. Distraction and the pull of novelty...
View ArticleWhat’s This About?
You’ve been making prospecting calls for the last hour and haven’t reached a single decision maker. All of a sudden on your next attempt, you’re transferred to the head of finance at a good-sized...
View ArticleA Swiss Army Knife
In selling, questions play a central role. They’re the sales pro’s Swiss Army knife. You’ve got a multi-faceted tool that you can employ in almost any situation. Questions are the tools you use to ask...
View ArticleConversational Pointers from One of the World’s Best Interviewers
She’s very, very good at getting people to open up and talk about sensitive, revealing subjects. Over four decades she’s been interviewing politicians, business leaders and entertainment icons of all...
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