10 episodes
Prospecting as a Process Bob Howard
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- Business
Telephone prospecting is a proven, proactive way to grow your business. You may not realize it, but it is actually a very straightforward business process. A tough one, for sure, but a lot more successful when approached as a process. This podcast interviews prospecting experts to explore the core elements of the telephone prospecting process and ways to assemble them to achieve greater success.
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Topic - Becoming more Successful on Your Appointments
Interview with Jeremy DeMerchant, #1 Best-Selling Author, Award Winning Speaker, founder of Permission To Sell Consulting Group and host of the Sales Team Rescue podcast. Jeremy explains how to be more successful on your appointments by focusing on two components: mindset and framework. Learn how the story you’re telling yourself and the questions you ask determine your success in sales. For more great content from Jeremy, check out his podcast at SalesTeamRescue.com. Be sure to download a free copy of The 5 C’s of Successful Sales Conversations at PermissionToSell.com/5cs
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Topic - Importance of Understanding the Problems Impacting your Clients
Interview with Keenan of A Sales Guy and author of the best selling book Gap Selling. Keenan explains the importance of connecting with the buyer on a problem level and the benefits of creating a PIC (Problem Identification) chart.
Please visit https://www.asalesguy.com/a-sales-guy-u/ for powerful content to help you become a better salesperson or leader.
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Topic - Identifying Your Ideal Customer Profile
Interview with Mark Hunter of The Sales Hunter. Mark explains the importance of identifying your Ideal Customer Profile (ICP) to know who and what type of customer you should be reaching out to as well as tips to qualify fast.
Please visit http://thesaleshunter.com to learn more about Mark Hunter and check out his free resource 100 Prospecting Tips.
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Topic - Resetting Your Prospect's Perception
Interview with Lynn Hidy, of UpYourTeleSales; Lynn explains the importance of turning your product knowledge into prospect problem knowledge.
Please visit http://www.upyourtelesales.com/ to learn more about Lynn Hidy.
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Topic - Calling During Uncertain Times
Interview with Dave Kurlan with Kurlan Associates. He provides tips on making calls during difficult times and offers insight on verbiage to use. Please check out his blog where you will find 1,800 helpful articles.
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Topic - The First 10 Seconds
Interview with Anthony Maddalena with PowerCall Global Training Limited. He outlines various options to help achieve better results with cold calling and deep dives into managing the first 10 seconds of the call. Check out his presentation Three Best Times to Cold Call and for more information visit https://www.powercalltraining.com/
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