Sales Prospecting Perspectives

AG Salesworks is pleased to bring you a guest post from Jeff Shore, an in-demand sales expert, author, speaker and executive coach. 

A client of mine presented a difficult but common challenge this week:

“We’re seeing the same numbers of prospects as we have over the past several months; we’re just not converting the sales.”

Been there?

AG Salesworks is pleased to bring you a guest post from Jeff Shore, an in-demand sales expert, author, speaker and executive coach. 

Learning to dance the East Coast Swing has long been on my bucket list. Because life is short and I’m not getting any younger, I’ve started chipping away at this goal. “Chipping away” is not the most elegant description, I realize, but given my diagnosable rhythmic impairment, it is accurate. Let’s just say that this is how I imagine I look when dancing:

Sales Prospecting Perspectives is pleased to bring you a guest post from Cari Zoch, Marketing Manager at Avention, a company that offers real-time, actionable B2B data to deliver 21st century business info, solutions for sales, marketing and research. 

It’s no secret that the buyer’s journey has changed.  Whether you’re looking at Google’s ZMOT theory or some other evaluation of the change in the process, it’s clear that customers are doing more research and talking to sales people later and later in the process.  There have been countless articles written in attempts to coach organizations on how to get into the decision-making process earlier and earlier.  There have probably been equally as many articles written on getting to the right buyer at the right time.   But once you get to that buyer, are you presenting the right message and offering true solutions to their business problems, or are you pushing a set of product features trying to fit their needs into your product specs?

Understand the Difference:

As sales professionals we come across these types of people all the time.  But knowing how to tell the difference between a so-called “Tire Kicker” and a “Window Shopper” is critical and will better help you to eliminate wasted effort.