When to Start Prospecting for 2023?

When to Start Prospecting for 2023?

It’s time to start your sales prep for 2023. Try these tactics. There’s an old adage in sales: “If you’re on time, you’re late.” If you’ve just started prospecting for 2023, you’re already late. There’s only a few months left to go, and your pipeline won’t fill...
How to Get Past the Gatekeeper

How to Get Past the Gatekeeper

The gatekeeper is not your enemy. Cold calling is. Much has been written about how to get past the gatekeeper, and many salespeople believe that gatekeepers are the source of all their prospecting  woes. Apparently, receptionists and executive assistants are all that...
Why No One Is Listening to Your Sales Pitch

Why No One Is Listening to Your Sales Pitch

Pitching should stay in baseball Sales pitch not working? I know why. As companies started recovering from the pandemic, they were even more challenged with gaining access to buyers and creating qualified lead generation. They fell back on what they knew: cold...
What LinkedIn Invitations Are You Accepting?

What LinkedIn Invitations Are You Accepting?

So much social media, so little time. LinkedIn is supposed to be the place to begin conversations and begin relationships. That’s why it’s called a “social network.” But many salespeople don’t use it to socialize; they use it for prospecting (translation: annoying...