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Thomas Edison famously said, “Genius is one percent inspiration, 99 percent perspiration.” If you want to be a genius at prospecting, the inventor’s insight explains how to do it. The key to successful sales prospecting is preparation: The more thoroughly you vet your suspects, the richer your ultimate prospecting list will be — making you ...

Using the data from your CRM, product usage and engagement metrics, define what your ideal user looks like, and what sort of company that user works at.

One of my earlier sales jobs was at a Porsche-Audi dealer in El Paso, Texas. I have a number of entertaining stories from that time period. Here is one–the moral of which is that sometimes you just have to hold your price to get it. Since we were the only Porsche dealership for hundreds of ...

1. Your company’s Go-To-Market strategy is understood by your sales team. 2. Instead of staying at the back end of the pipeline frantically trying to get deals closed, most of your time is spent at the front end helping qualify early-stage opportunities. 3. Your company has evolved and clearly defined an ideal target customer profile, ...

I have been in sales quite literally my whole life, but up until the last few years I--like many others I am sure--didn't view sales as any kind of noble profession to aspire to.

In our next True Sales Tale, here is a case of, “Address all possible objections before your customer has the chance to raise them.” Let’s see how that works out.

If you deal much with government agencies or larger companies, you probably know that when they’re given a yearly budget, they tend to spend the entire amount. This is because if they don’t, the following year they’ll get less of a budget. For example, if a government department is given a budget of $1 million ...

A multi-tool for coaching to and managing the sales process Today’s CRM is like a Swiss Army knife. The multi-tool is useful for just about any task, trade, or adventure. In the sales environment, CRMs can extract data from every kind of interaction with customers and prospects, providing sellers and their managers with useful and ...