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Blog Category // Prospecting

Harnessing Human Advantage in the Age of Automation: A Critical Insight

The email showed up in my inbox. The salesperson was pitching me for a meeting. I deleted the email, as I had no need for ...
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Navigating Client Relations: Why Saying No Can Be a Strategic Move in Sales

Discover the power of turning down the wrong clients to build a successful and integrity-driven sales career.

Understanding Why Sales Teams Prioritize Prospective Client Qualification

You want your sales team to qualify prospective clients. You don’t want them to pursue prospects not likely to buy from your ...

Revolutionizing B2B Sales-Beyond Names and Titles to Genuine Personalization

Transform your sales approach from overlooked to outstanding by mastering true personalization. It’s not just about using ...

Navigating the New Era: Surviving the Cold Outreach Crackdown of 2024

In a world where unsolicited emails face their endgame, discover how shifting sales strategies and embracing smarter ...
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Email Prospecting: ValueMail

Every day on planet Earth, 4.7 billion people send 347 billion emails to others. This number is projected to grow to 361 ...

Excessive Focus on Cold Outreach and Pipeline

Few people would argue that cold outreach is unnecessary, but there was a time when a lot of people insisted that it was ...

No One Wants to Talk to Me

To succeed in sales, you need a growth mindset that will allow you to persist after being told no. You also need to be ...

Don't Give Up Too Soon

Some clients are more difficult to pursue. You can call, leave voicemail, follow up with multiple emails, and get no return ...
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The Single Reason You Can't Get a Meeting

To succeed in sales, you need to be able to acquire a first meeting. That is your audition, and your contact will decide ...

The Folly of Cold Emails

A few minutes after ChatGPT was released, the techno brutes immediately found the value of using a robot to write cold ...

Cold Outreach As It Is Practiced Today Is Dead

Social selling promised sales organizations they would no longer need to make cold calls to create new opportunities. When ...

The Problem with Prospecting Metrics

No sales leader will dispute that prospecting is critically important to generating new deals and net new revenue. Many ...

The Best Cold Call Script You'll Ever Need

My first job, which I started at age 12, was delivering newspapers. Making money meant knocking on every door in three ...

Empower Your Sales Team: Foster Accountability for Prospecting

It is rare that salespeople default to prospecting, looking instead for other sales-related work. Sales leaders who worry ...

Avoid Desperation and Setbacks with Proactive Prospecting!

As a new salesperson, I won three very large clients in short order. One was the state of Ohio, and the other two were big ...

The Future of Prospecting in B2B Sales

When we say “sales is broken,” we are talking about outdated sales approaches. More sales organizations practice a legacy ...

First Meeting Frenzy - B2B Sales Firms Turning to Cash Incentives for Prospects

The email that found its way to my inbox states that the company will pay me $100 for meeting with one of their salespeople. ...

How to Survive the Coming B2B Sales Apocalypse in Outbound Sales

Reaching prospective clients will be more challenging in the future. I know, you think it’s difficult enough now, but the ...

Use this Pre-Call Planning Template to Reliably Increase Win Rate

Only thirteen percent of customers believe a salesperson can understand their needs.

Lead Generation to Account-Based Selling - How Sales Strategies Have Evolved

Over time, as the external environment changes, sales organizations adapt their sales approach to match the needs of their ...
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