Prospecting involves seeking out potential customers and is the first step in the sales process. It is important for converting suspects into prospects and prospects into customers. Salespeople should qualify prospects to determine if they have a need for the product and ability to purchase it. Maintaining a list of qualified prospects is critical for sales success. Effective prospecting requires keeping good records, setting quotas, evaluating results, experimenting with new methods, and following up on leads.
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
Nurturing Best Practices for Demand GenAsad Haroon
Most companies have a database of leads that have been set aside after initial closing attempts failed to produce the desired results. These leads should not be ignored, as they can prove at least as valuable as fresh leads, and are worth working. The truth is, even the best leads will not produce the results you want if they are not managed and nurtured well.
This paper describes what it means to implement effective management campaigns. It also highlights how teleprospecting can be a key tactic in your marketing strategy.
Market probe pre customers and former customers white paperMichael Lowenstein
Enterprise preoccupation with generating prospects (sometimes at the expense of cultivating existing customers) and neglect of potentially profitable former customers
Buyers can now discover nearly everything about companies, products and
services from websites and other Web sources, including what customers are
saying on social media.
Sales Webinar | Maximize Revenue In Key AccountsAltify
Account planning matters. When looking to hit your numbers, it's easy to look past the white space in your existing accounts. How can you best strategize to capture additional opportunity to maximize the revenue from your key accounts?
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Videos are more engaging, more memorable, and more popular than any other type of content out there. That’s why it’s estimated that 82% of consumer traffic will come from videos by 2025.
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The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
For too many years marketing and sales have operated in silos...while in some forward thinking companies, the two organizations work together to drive new opportunity development and revenue. This session will explore the lessons learned in that beautiful dance that can occur when marketing and sales work together...to drive new opportunity development, account expansion and customer satisfaction.
No, this is not a conversation about MQLs and SQLs. Instead we will focus on a framework that allows the two organizations to drive company success together.
How to Run Landing Page Tests On and Off Paid Social PlatformsVWO
Join us for an exclusive webinar featuring Mariate, Alexandra and Nima where we will unveil a comprehensive blueprint for crafting a successful paid media strategy focused on landing page testing.With escalating costs in paid advertising, understanding how to maximize each visitor’s experience is crucial for retention and conversion.
This session will dive into the methodologies for executing and analyzing landing page tests within paid social channels, offering a blend of theoretical knowledge and practical insights.
The Pearmill team will guide you through the nuances of setting up and managing landing page experiments on paid social platforms. You will learn about the critical rules to follow, the structure of effective tests, optimal conversion duration and budget allocation.
The session will also cover data analysis techniques and criteria for graduating landing pages.
In the second part of the webinar, Pearmill will explore the use of A/B testing platforms. Discover common pitfalls to avoid in A/B testing and gain insights into analyzing A/B tests results effectively.
Digital marketing is the art and science of promoting products or services using digital channels to reach and engage with potential customers. It encompasses a wide range of online tactics and strategies aimed at increasing brand visibility, driving website traffic, generating leads, and ultimately, converting those leads into customers.
https://nidmindia.com/
Digital Money Maker Club – von Gunnar Kessler digital.focsh890
Title One is a comprehensive examination of the impact of digital technologies on
modern society. In a world where technology continues to advance rapidly, this article delves into the nuances and complexities of the digital age, exploring Its implications across various sectors and aspects of life.
Mastering Multi-Touchpoint Content Strategy: Navigate Fragmented User JourneysSearch Engine Journal
Digital platforms are constantly multiplying, and with that, user engagement is becoming more intricate and fragmented.
So how do you effectively navigate distributing and tailoring your content across these various touchpoints?
Watch this webinar as we dive into the evolving landscape of content strategy tailored for today's fragmented user journeys. Understanding how to deliver your content to your users is more crucial than ever, and we’ll provide actionable tips for navigating these intricate challenges.
You’ll learn:
- How today’s users engage with content across various channels and devices.
- The latest methodologies for identifying and addressing content gaps to keep your content strategy proactive and relevant.
- What digital shelf space is and how your content strategy needs to pivot.
With Wayne Cichanski, we’ll explore innovative strategies to map out and meet the diverse needs of your audience, ensuring every piece of content resonates and connects, regardless of where or how it is consumed.
10 Video Ideas Any Business Can Make RIGHT NOW!
You'll never draw a blank again on what kind of video to make for your business. Go beyond the basic categories and truly reimagine a brand new advanced way to brainstorm video content creation. During this masterclass you'll be challenged to think creatively and outside of the box and view your videos through lenses you may have never thought of previously. It's guaranteed that you'll leave with more than 10 video ideas, but I like to under-promise and over-deliver. Don't miss this session.
Key Takeaways:
How to use the Video Matrix
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Unleash the power of UK SEO with Brand Highlighters! Our guide delves into the unique search landscape of Britain, equipping you with targeted strategies to dominate UK search engine results. Discover local SEO tactics, keyword magic for UK audiences, and mobile optimization secrets. Get your website seen by the right people and propel your brand to the top of UK searches.
To learn more: https://brandhighlighters.co.uk/blog/top-seo-agencies-uk/
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Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
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In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
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1. Real content is king
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3. Repurpose across all platforms
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Know what is required for each discipline of SEO
Feel confident creating an SEO Plan
Confidently measure SEO performance
2. Meaning of Prospecting
Prospecting is the first step in the selling
process. It is the activity of seeking out
Potential Customers.
Dictionary of Marketing
3. Importance of Prospecting
Prospecting begins the process of converting
prospects into repeat customers.
A suspect is a potential prospect
Many suspects will not become prospects
because they have no real need for product.
If a salesperson determines the suspect has
a real need for the product, then the person
or organization becomes a prospect.
They must have the need for salesperson's
product
4. Importance of Prospecting
Salesperson should qualify the prospect to
find out if that person has both the ability
authority to purchase.
Once a qualified prospect is located, the
selling process begins.
The sales process does not end with the first
order that convert the customer into a repeat
customer.
Both customers and repeat customers can be
sources of new prospects
5. Having a list of prospects is critical to the
success of both experienced and new
salespeople.
For this reason, acquiring prospects is a
continuing process.
Today extensive changes are taking place in
population movements, in creation of new
business and product, in shifting of business
to new lines, in expansion of old lines
companies and in methods or channel of
distribution.
Importance of Prospecting
6. Importance of Prospecting
It is estimated these changes result in a 15 to
20% annual turnover of customers.
Unless a company has a steady flow of new
prospects, it will soon be out of business.
Prospecting is more important in some selling
fields than in others
Eg. Life insurance or real state business who
does not have an effective prospecting plan,
does not last long in the business.
7. Importance of Prospecting
No one with an ample supply of good
prospects ever left the life insurance
business. As long as the human heart keeps
pumping blood through the veins, a person
continues to live despite all infirmities. As long
as prospecting keeps pumping a supply of
names, a person continues in the life
insurance business.
New York Life Insurance Company
8. Importance of Prospecting
General Rule of Prospecting
It takes 100 suspects:
• To get 50 prospects
• To have an opportunity to make 25 presentations
• Which will result in 12 sales
Prospecting is important even for sales
people in high technology products
A recent survey of computer sales people
found that: reps who had sale of more than
150% of quota did more prospecting than
lower performing sales people.
9. Importance of Prospecting
To generate leads, they relied heavily on
referrals, business related articles in
newspapers and trade journals, civic meeting
and cocktail parties.
In retail selling, most of the prospecting is
done through advertising.
Sales people who can go out and get their
own prospects have an advantage over retail
sales people who must wait for customers to
come into the store.
10. Importance of Prospecting
Some retailers, such as appliance dealer,
recognize the importance of an aggressive
prospecting system by having sales people
call at homes to demonstrate and sell their
products.
11. Characteristics of a Good Prospects
Does a want or need exist?
Does the prospect have the ability to buy?
Does the prospect have the authority to buy?
Can the prospect be approached favorably?
Is the prospect eligible to buy?
12. How and Where to Obtain Prospects?
Inquiries
Endless chain method
Center of influence method
Public exhibitions, demonstrations and trade
shows
Lists
Friends and acquaintances
Cold canvas method
Others
13. Inquiries
Use of advertising, telephone calls and
catalogues
Firm should develop the good system of
recording inquiries.
Record book is made available to
salespersons.
A record of such inquiries are maintained also
at firm level.
14. Endless chain method
Salesperson try to get at least one additional
prospect from each person they interview.
Very effective in the sale of intangible
products such as educational course,
insurance etc.
16. How to get the most out of the
prospecting (Qualify & Evaluate
Prospects)
Many companies conduct extensive marketing
research to determine what distinguishes a
good prospects
For example: New York Life Insurance Co.
(Use of evaluation formula based on six factor)
age, number of dependent, appropriate
income, acquaintance, accessibility and
economic status (each prospect is given point
on each of six factor)
17. Qualify & Evaluate Prospects
Other companies use additional methods to
qualify prospects
Questionnaires can also be used
Findings are used to qualify prospects
It is essential to make an effort to segregate
prospects so the maximum amount of time
can be spent making sales presentations to
prospects who are likely to purchase.
18. Have an organized prospecting plan
The person who does not have an orderly
prospecting plan is a slave to confusion,
frustration and chaos.
Inexperienced salespeople frequently rattle
around in the territories, jump from one spot
to another and waste considerable time
between calls.
Successful and experienced sales
representatives, on the other hand, almost
always have efficient systems for recording,
studying, and using their prospect information
19. Keep good records
Keeping records of prospects require an
efficient system in the organization.
Most large companies have developed
prospecting system and standard prospects
card so that the sales representative have the
necessary information available on each
prospects.
This system includes: master file, friends and
acquaintances file, centre of influence file and
district or zonal file
20. Set quotas
Most effective prospecting plans include weekly and
monthly quotas for new prospects.
In the long run, goals for obtaining the names of new
prospects are just as profit and sales goals.
The continuous profitable operation of a territory
depends on a steady flow of new prospects.
Quotas remind the salesperson of the importance of
keeping a constant lookout for new names to fill the
prospects pipeline.
21. Evaluate Results
One of the greatest dangers in prospecting is
the tendency to “ease off” in locating new
prospects as soon as the prospect file
contains a substantial number of names.
Names alone are not enough.
Prospect files must be checked periodically to
eliminate the deadwood and to make sure the
best possible factors are being used to
evaluate prospects.
22. Experiment with new methods
Present system is not producing enough
prospects or the right kind of prospects.
• Other methods are:
❖ Cold canvas
❖ Centre of influence
❖ Endless chain etc.
23. Follow-through
One of the most common complaints from
sales manager is that sales people do not
follow through on prospect leads
The sales person may call a prospects
several times without getting any positive
action.
He or she must then use judgment as to
whether the prospect merits additional time
and effort.
24. Follow-through
Too frequent calls may cause the prospect
resentful and thus kill all possibilities of a sale
The salesperson needs judgment, tact,
diplomacy, persistency, and ingenuity to know
the exact extent to which he or she should
follow through.
This skill is gleaned from actual selling
experince.