At ValueSelling Associates, there’s a saying that everyone from accounting to marketing to our direct sellers loves to use: Flip the script. In essence, it’s a reminder to focus on the needs, desires ...

When a salesperson prospects, he seeks out potential customers for his business using a variety of tools. Cold calling, referrals, directories and trade shows are among the common methods used to ...

The most consequential number in sales is 40, as it’s crucial for capturing the immense impact and importance of prospecting: 40% of salespeople agree that prospecting is the most challenging part of ...

eSpeaks’ Corey Noles talks with Rob Israch, President of Tipalti, about what it means to lead with Global-First Finance and how companies can build scalable, compliant operations in an increasingly ...

Every sales team wants to work smarter, not longer. Luckily, technology gives us the advantage to organize and streamline. A perfect sales technology stack only exists when there’s adoption and ...

For sales professionals, just booking a meeting with a prospect can feel like a victory. After countless calls and hours of research, you’ve finally scored a sought-after chat with a potential client.

In the fast-paced world of the food industry, an increasing number of companies are constantly seeking innovative ways to enhance their marketing and sales strategies. With the advent of cutting-edge ...

Nine out of 10 people reading this column do not follow a prospecting process. Ninety percent of you follow no formal step-by-step, week-by-week system of customer contact. Imagine if advertisers ...

A sales prospecting list gives your sales force a list of companies that have a high propensity to purchase from your company in the future. The prospecting list should provide sales representatives ...

Solution providers should have their salespeople dedicate an hour each day to prospecting and focus on building relationships through telephone calls, according to an XChange 2017 speaker. Simple, ...