When it comes to sales prospecting, everyone has their own “secret sauce.” I’ve been fortunate to try many — and I’ve failed fast and succeeded. From these experiences, I’m going to share the four sales prospecting techniques that have been most successful for me, so you can save time finding your own secret sauce. Let’s …

Thinking back on my 16-year career, I’m reminded of the smell of stale cigarette smoke and gum stuck on the bottom of a cubicle. As a 17-year-old in high school, I had no idea what sales prospecting was, but I liked the pay it brought. It was then that I learned how important this function …

Prospecting is hard work.  It’s long hours spent identifying prospects, writing emails and hammering the phones; much of it thankless.  Really, it’s no wonder that roughly two-fifths of reps say prospecting is the toughest part of the sales process (compared to a third who say it’s closing and a fifth who say it’s qualifying leads). …

Many salespeople see the discovery call as the most important part of the sales process. Why? Discovery calls can set the whole tone of your relationship with a lead. Fail to dive deep during your discovery call, and you’ll likely find that deals become more complex and time-consuming than they need to be down the …

It’s no secret that every salesperson wants to sell more, faster. Indeed, 69% of companies say their top marketing priority is to convert contacts and leads into customers. But – as every salesperson knows – conversions take time. In fact, on average, it takes 84 days to close a lead. That’s why sales velocity is …