Tactical B2B Sales Prospecting Tips
I am back after an 8-month absence of NOT posting to this blog. Friends called my wife to hear if I was MIA, DOA or just retired. None of these was the case. I made a choice and instead of posting to this blog, I chose to add clients and get busy and very profitable, again. I have some exciting new b2b prospecting tips to share when I begin the conversation about “Sales Prospecting at Warp Speed”.
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I praise those who leverage their networking skills and who possess the sales prospecting mindset and discipline to convert weekly networking contacts into serious prospects and eventually raving customers. In this economy, these are my heroes!
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Passion and Perseverance (belief in yourself and what you are selling) will see you through the lean and good economic times.
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While business as usual may seem to be a safer course of action, I am going to suggest in the next few blog posts some tactical strategies and techniques to increase market share and improve sales prospecting performance and results.
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Arrive at the C-Suite prepared and ready to demonstrate you have done your homework and, unless you have garlic breath, you will likely win an invitation to return to start building your ‘Trusted Advisor Capital’.
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C-Suite Speak is a given if you are to gain repeated, ‘trusted advisor’ access to the Chiefs of the Boardroom.
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Since then content analysis techniques have enabled me to mine gems from corporate annual reports which have served me well to ethically access C-Suite deciders.
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Becoming an excellent value-adder of insightful information sought after by C-Suite occupants requires sweat equity plus the application of disciplined rules.
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Decisions, formerly delegated to mid-level operations managers are now being made at the top or executive level.
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I have received many requests to share effective techniques for gaining repeated, ethical access to C-Suite decision-makers, so this is our 2010 starting point.
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