{"id":381,"date":"2006-10-20T08:19:29","date_gmt":"2006-10-20T13:19:29","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=381"},"modified":"2006-10-20T08:19:32","modified_gmt":"2006-10-20T13:19:32","slug":"top-10-tips-for-prospecting-success","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/top-10-tips-for-prospecting-success\/","title":{"rendered":"Top 10 Tips for Prospecting Success"},"content":{"rendered":"<p>As you know, we are intrigued by lists and statistics and I came across this article in <a href=\"http:\/\/www.salesvault.com\/closer.htm#tip1\" target=\"_blank\">Sales Vault&#8217;s current newsletter<\/a>. It is a quick read and I recommend that you read all 10 tips.  To give you a taste of what you will learn:<\/p>\n<blockquote><p>5. Schedule your prospecting sessions for 3\u00bd hours. Take a fifteen-minute break between each hour. That is more productive than five prospecting sessions of one hour each.<\/p><\/blockquote>\n<p>Very interesting thought. If you are like most salespeople, being able to reduce the amount of time you need to spend on prospecting sounds most appealing.<\/p>\n<blockquote><p>7. Always be in a &#8220;Disqualification&#8221; mode. Be determined to spend your selling time only with High Probability Prospects. Disqualify low probability prospects quickly and courteously. Don&#8217;t allow desperation or anxiousness to deter you from that mission.<\/p><\/blockquote>\n<p>Something we all need to remember &#8211; it will help to take the focus off any discomfort one may have in getting &#8220;No&#8217;s&#8221;.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>As you know, we are intrigued by lists and statistics and I came across this article in Sales Vault&#8217;s current newsletter. It is a quick read and I recommend that you read all 10 tips. To give you a taste of what you will learn: 5. Schedule your prospecting sessions for 3\u00bd hours. Take a fifteen-minute break between each hour. That is more productive than five prospecting sessions of one hour each. Very interesting thought. If you are like most salespeople, being able to reduce the amount of time you need to spend on prospecting sounds most appealing. 7. Always be in a &#8220;Disqualification&#8221; mode. Be determined to spend your&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/10\/top-10-tips-for-prospecting-success\/\">Read More<\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4,9],"tags":[],"class_list":["post-381","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-69","jetpack-related-posts":[{"id":1741,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/09\/prospecting-via-email\/","url_meta":{"origin":381,"position":0},"title":"Prospecting Via Email","author":"Lee Fratzke","date":"September 29, 2008","format":false,"excerpt":"Salespeopel\u00a0are always looking for better ways to\u00a0find new prospects.\u00a0 You don't have to look far to find articles giving advice about this subject.\u00a0 Some common examples:\u00a0\u00a0trying to make phone calls and undoubtedly leaving voice mails are futile,\u00a0call at different times of the day or develop an email marketing campaign to\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1397,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/prospecting-perspective\/","url_meta":{"origin":381,"position":1},"title":"Prospecting Perspective","author":"Derrick Moe","date":"January 29, 2008","format":false,"excerpt":"I haven't seen this quote before, but it comes from the JustSell.com daily newsletter: \"Every strike brings me closer to the next home run.\" Babe Ruth (1895-1948) American baseball player So much of sales success comes down to perspective and attitude.\u00a0 The Babe's approach would be a good starting point\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1405,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/defining-the-sale\/","url_meta":{"origin":381,"position":2},"title":"Defining The Sale","author":"Derrick Moe","date":"February 5, 2008","format":false,"excerpt":"Salesopedia.com offers an excellent article titled Top Salespeople Win at the Numbers Game.\u00a0 The article is a bit of a promo for a specific selling system, but the author provides a list of questions that all sales managers should retain. In the last 6 months: 1. What is the average\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1553,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/the-9-second-window\/","url_meta":{"origin":381,"position":3},"title":"The 9 Second Window","author":"Derrick Moe","date":"May 5, 2008","format":false,"excerpt":"That is how long you have to hook a person on a cold voicemail message according to this article on Salesopedia (my bold): 6 Interesting Sales Prospecting Statistics 1.\u00a0 In a recent survey 95% of salespeople said they can sell - they just need to get in front of more\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":465,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/sales-time-wasters\/","url_meta":{"origin":381,"position":4},"title":"Sales Time-Wasters","author":"Derrick Moe","date":"November 28, 2006","format":false,"excerpt":"Sales & Marketing Management has a short article about what holds back sales reps - Companies Hamper Their Sales Reps. Some of the findings from the study: * Salespeople spend just 8 percent of their time prospecting and qualifying new customers. Yet they spend 23 percent of their time dealing\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1428,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/when-prospecting-be-real\/","url_meta":{"origin":381,"position":5},"title":"When Prospecting, Be Real","author":"Derrick Moe","date":"February 20, 2008","format":false,"excerpt":"I received an unsolicited email this morning from a niche job board that is really lame.\u00a0 The remarkable offer: I spoke with my Manager specifically about your company.\u00a0 I asked him to help me put together a cost effective trial package that would need to give you a good feel\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/381","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=381"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/381\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=381"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=381"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=381"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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