Posts filed under: Prospecting Tips

In our latest survey, respondents ranked “making contact and developing relationships with prospects” as the number one new business challenge. In our own experience, primary reasons we see for this: Time-You tend not to have much to spare No process-even if...
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A wake-up call to jar you out of your daily client machinations: after 2008, everyone got an unfortunate wake up call, and in terms of new business, realized there was no better time to get a lot better at it....
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We occasionally run into companies that aspire to be all-inclusive when it comes to new business. They don’t want to leave anyone out of the decision-making process. This makes sense for some business decisions related to the firm, but new...
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No matter how far along you climb up the inbound or social ladder or are flush with referrals, when it comes to new business, you will always need to actually talk to a prospect. At some point and sell them...
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It’s difficult to hire a new business person who understands how to sell your product or servive, more so to keep that person. One sure way to lose them even quicker is to expect too much out of the gate....
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As part of our quarterly surveys, we ask your prospects several questions about initial pitches, introductory meetings and meeting follow-up, and then post those comments unedited at the end of each survey. These comments sometimes get lost amidst the initial...
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