I’m Gordie Allen and I’m here to Welcome You Aboard www.salesprospectingtips.com, the friendly b2b selling professionals’ blog. My Purpose with this blog is twofold:
First, to share with you tactical sales prospecting tips that will make it easier for you to gain ethical access to those who sign the checks for what you sell. What’s the difference between access and ethical access? ‘Ethical’ access means you booked a face-time or a future confirmed telemarketing appointment without trickery or gimmicks. Thus, you will most likely be invited back for a second appointment. ‘Ethical’ also implies you are a sales professional and not a huckster.
A friend recently suggested a dedicated blog about ’sales prospecting’ might be too narrow a focus. I disagree, since we can cover a lot of ground when we discuss alternatives to cold calling, referral marketing, business networking, social networking, networking, e-mail marketing, voice-mail marketing, telemarketing and a host of other new business development acquisition tactics and techniques. What do you think?
Second, I’d like to learn from you. What works for you and why? I may be an ‘old dog’ but I’m not too old to learn new tricks from my selling colleagues. Granted, I’ve been in the Selling Game for 35 years but I thoroughly enjoy learning new hands-on how-to tactics from other street savvy selling professionals, regardless of age, gender or race.
While we are on the subject introducing ourselves, it’s relevant to mention I’m a member of BNI (Business Network International) and a practioner of their ‘Givers Gain’ philosophy so my plan is to openly share useful information specifically about sales prospecting, my sales training specialty since 1983, when I incorporated Leads-Plus, Inc., my current marketing consultancy and sales training company.
Training B2B sales professionals to apply my Power Prospecting™ Formula to systematically book qualified decision-maker appointments so they can earn the income they deserve has been my life’s work since 1983. Since then, I shared my tactical formula with corporate and trade association audiences who booked my Power Prospecting Workshops throughout North America.
Recently, I decided to retire my road warrior cleats, and instead offer my training over the Internet with a series of eBooks, the first two titles of which were published this week. My half-day Power Prospecting™ seminar has been converted into an 8 Chapter eBook with an accompanying printed Homework Study Guide. To learn more about my latest creation, click on ‘Purchase the E-book Now’ which will take you to my eBook selling website where most of your questions about this exciting new and convenient learning platform will be answered. If Timing is everything, then it’s almost uncanny that my eBook is now available as pump prices near $4.00 per gallon. OK, enough said about my sponsor!
My next blogpost will be about Prospect Lists and about how to dig great prospects out of one of the most overlooked and under-appreciated sources, the printed Yellow Pages Directory.