New Sales. Simplified.

It is a big differentiator. Almost no one in sales does this.

Salespeople not properly equipped for battle are less likely to engage with prospects. And those who are armed but ineffective at launching these weapons will either miss their targets completely or not get noticed when they do pull the trigger.

A compelling, differentiating, client-focused story is a prerequisite for new business development sales success.

Because the pursuit of dream clients is a high-risk affair with low probability of success, it’s essential that we continue to fervently work the normal targets on our list.

if we don’t have a plan and process when sitting down with a prospect, then the meeting will default to the buyer’s process.

I ask salespeople to use a casual, comfortable tone and to attempt to sound as normal and genuine as possible when phoning prospects. It’s even helpful to be slightly informal.

“Sales is a verb.” The dictionary would argue otherwise, but experience shows that the most successful new business salespeople tend to be the most active salespeople.

2. Strategies—How You Are Going to Do It.

Precall research can aid you in framing these questions so that they’re more specific rather than generic. There is no excuse for making a business-to-business sales call without having fully investigated your prospect using all available means.