Note from the Editors: Either you can pay a small price to read this article or you can pay a big price for ignoring this advice.

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Note from the Editors: Balaji hits on two super important topics for prospectors that contribute to a leaky funnel, i. segmentation and targeting and ii. keeping personal statistics.

If you are putting the wrong leads in the funnel it will be really leaky. Also by keeping personal statistics you and your manager will be able to work on problem areas to plug the leaks in your funnel so you close more business.

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Note from the Editors: Our humble request is to not take the advice in the title of this article literally 🙂 Just kidding Dia’s article talks about building a relationship step-by-step.

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Note from the Editors: Kyle breaks prospecting down to a 12-step process brilliantly. And, we can’t resist this so we will say it WittyParrot can totally help with Item #6 on Kyle’s list.

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Note from the Editors: Ali’s tip is about being relevant and spending your time and energy to work on the RIGHT deals.

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Note from the Editors: Most professional salespeople are on LinkedIn. A large majority of them don’t use the full power of what LinkedIn can do. Kurt shows a way to start capitalizing on the power of the platform.
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Note from the Editors: Jeff’s tip about depleting the “status quo fund” of your prospect is brilliant. He explains how to do that in a three step Corporate Executive Board (CEB) process.

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Capturing the attention of a prospect has become increasingly more difficult. We’ve all heard the numbers:

  • 100 billion business emails were sent and received per day in 2013 – Radicati Group
  • 86% of sales rep’s messages have no commercial value to buyers – CEB
  • 67% of the buyer’s journey is now done digitally – Sirius-decisions

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How do you Generate Leads?

Inbound marketing, email marketing, social selling, cold calling, referral based selling; – you name it, any way that you can reliably generate quality leads that works for your business is goodness.

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Note from the Editors: Andrew’s tip is about caring genuinely. Genuinely is the keyword because if you PRETEND to care, you will be exposed sooner than later.
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