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 ...

Over lunch one day last month, I had an interesting conversation with an advisor I’ve known for a long time. “I’m really committed to using the last half of 2015,” he said, “to talk to more prospects ...

Do you want to set more sales meetings? Of course you do. More qualified sales meetings mean more sales–and more sales mean more income. But setting sales meetings isn’t easy; they don’t just fall ...

Why do salespeople hate prospecting? What is so terrible with this necessary “evil”? People do not like exposure, something that comes with prospecting – after all, it involves calling strangers and ...

Prospecting is a must. It’s a have-to. It’s as important as exercise, brushing your teeth, eating, stretching and anything else that needs to be done on a daily basis. For as sure as the Patriots ...

You’d think the hardest part of the sales process would be the call itself — talking one-on-one with a client and mastering the art of persuasion. For most salespeople, though, the hardest part starts ...

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 ...

Your article was successfully shared with the contacts you provided. When it comes to prospecting for new clients, agents and brokers need a plan to find and attract not only new customers, but great ...

With the first quarter of 2016 in its final weeks, now is the time many of us start seriously thinking about how we are going to kick-up our prospecting efforts. Maybe you have tried a few things, but ...

So you've decided to expand your client base through social prospecting. You've identified a few community organizations where your high-net-worth prospects are likely to show up and you would be a ...

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