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Sales Prospecting Perspectives

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Sales Prospecting Perspectives Weekly Recap, June 18, 2012


It has been a b-e-a-utiful weekend here in New England, and as we all prepare for the coming work week, here is a chance to catch up on some blogs you may have missed last week.  

First I wanted to start off by sharing a blog I happened upon this week that I thought was very well written and informative on cold calling.   Geoffrey James has covered the subject of cold calling in the past and in this post on, Geoffrey wanted to share a cold calling script from Keith Rosen, author of The Complete Idiot's Guide to Cold-Calling. It’s a great post for any persons involved in sales to read, as it breaks down the script and explains why you should be careful of what you say and how you say it.  My favorite part of the post, though, is at the end when it talks about not just reading the script, but having it flow naturally and the importance of remembering to have a “conversation” with your prospect. 

I hope you enjoy last week’s recap and get a chance to share anything you liked.

Optimism as a Sales Tool

A few weeks ago, we had our annual sales kickoff meeting.  I presented a review of the past and present and laid out the vision of the future, and how we would get there; Operations and Marketing did the same. The theme going into the meeting was to keep the goals for each individual as well as the team, simple, clear and attainable.  Given the feedback I received I am comfortable we got the message across effectively.

I felt a strong sense of optimism upon leaving this meeting and saw immediate results upon returning to our offices. Our success in generating leads showed improvement of 20% over the previous week. I have long believed is that nothing extraordinary happens without optimism.

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