Posts from December 2010

6 Keys to Prospecting Success
By John Doerr

Prospecting can be like trying to find a needle in a haystack...

I recently conducted a webinar for a client on prospecting. Leading up to the webinar, I asked what questions the client had in regards to prospecting so I could tailor the content to their particular challenges. I guess I shouldn’t have been surprised when I only got one response. And that is not because they are masters of prospecting. Quite the contrary. It’s because they do so little of it and were unsure of what questions to ask. Like most sales people (50% according to Dave Kurlan’s extensive studies), they were doing little prospecting at all.1

While most sales people will tell you that creating conversations is important and must happen if you want to succeed in sales, the dynamics of how it works continues to baffle many. When sales people seek to understand it better they find conflicting advice. Different situations rightly call for different approaches, so some of the experts themselves are confused about what works and what doesn’t.

If conflicting advice and lack of understanding is holding you back from prospecting and becoming a great sales person, let me break it down for you to its most simple steps.

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The Annual Top Sales Awards: And the Winners Are…
By Erica Stritch

Gold Medal Winner Top Sales Resource Site 2010

RainToday Takes Home the Gold for Top Sales Resource

I am pleased and honored that our online magazine RainToday.com was chosen as the Top Sales Resource of 2010. Thank you to everyone who voted for us and to the judges; we couldn’t have won without your support.

I’d also like to send a big thank you to Jonathan Farrington who did an excellent job putting together this much needed event. Bravo!

Congratulations to All the Winners

Winners were named in 10 sales categories and I encourage you to check all of them out. There’s a wealth of information to be learned from these sales leaders...

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Best Sales and Business Books of 2010
By Erica Stritch

This post started out as one about the best sales books of the year. However as I was looking through my bookshelf I couldn’t help but add a few of my favorite new business books too.

So without further ado, here are my top reads of 2010 (in no particular order)...

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Overcoming 3 Common Cold Calling Objections
By Mike Schultz

cold calling objections and how to overcome themCold calls don't always start perfectly. But learn to overcome these objections, and you'll instantly find more success in it.

A business-to-business client we at RAIN Group work with recently closed a mid-six figure deal that started with a cold call.

But it started out rocky. Indeed, about 20 seconds in to the cold call it almost fell apart.

After the prospect answered the phone, Jim, a sales person that works for our client, began speaking and the prospect immediately said, “I’m not interested.”  This is where many salespeople give up.

Jim didn’t.

He knew that this was just the first of three common cold calling objections. He persisted and, as a result, he got our client on the prospect’s radar screen and ended up winning a major deal.

If your initial attempt to capture attention and create interest on a cold call doesn’t work, don’t just wilt! It’s easy to say “okay” and just move on, but, then again, it’s easy to fail at cold calling.

All is not lost. You can overcome common objections and make saves.

Here are the three common cold calling objections along with examples for how you can overcome them.

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Top Sales Resources of 2010: Cast Your Vote
By Erica Stritch

sales resources raintoday best in 2010It’s that time of year again when all of the “Best of 2010” blog posts, newsletter, and magazine articles are coming out – from the best new business books to the best restaurants in every city.

The inaugural Top Sales Awards hosted by Jonathan Farrington is a new addition to this year’s lists. The awards recognize the best of breed in 10 sales categories, including the top sales resources.

I was honored to find out that our online magazine, RainToday.com, is nominated in the category of Top Sales Resource. With stiff competition in the category, we need all the voting help we can get. So click here to cast your vote for RainToday.com.

While you’re at it be sure to vote in some of the other top categories, including...

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