Prospect Pain Points

The 5 Essential To-Dos for Every Inside Sales Leader

April 24, 2012
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AA-ISP Inside Sales Summit Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. After an inspiring opening by Bob Perkins, AA-ISP Founder and CEO, Jill Konrath got the audience roaring with her skit that deftly demonstrated the reality of today’s sales world, all the […]

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Don’t Acknowledge the People Behind the Mirror!

November 12, 2011
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Even if you haven’t participated in one yourself, you’ve probably seen how they work from a TV show or commercial. I’m talking about those focus groups where a group of strangers sit in a conference room with a facilitator at one end and a mirrored wall at the other. Website tracking is like watching a […]

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What kind of candy are you handing out to prospects?

October 31, 2011
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Every neighborhood has one of those houses! You know the kind I’m talking about: the one that gives out the really good candy at Halloween. Kids remember who gives the good stuff – like the chocolate candy bars. And they remember who gives out the “bad” stuff – like fruit snacks. Don’t get me wrong. […]

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A Diamond Ring Ain’t No Big Thing: Problem Selling vs. Solution Selling

August 12, 2011
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In the history of the world, no one ever purchased anything without first seeing the value. So job number one is to show how your product has value. But value isn’t a strong enough motivator by itself. Perceiving a value is just the beginning. I can see why a diamond ring has value. But that […]

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What’s Your Problem-Proposition?

June 12, 2011
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Before anyone will buy your product or service, they have to buy your value-proposition. There isn’t any way around it. Zero. Zip. Nada. Don’t even try. It always comes down to the value proposition.  Except when it doesn’t. When is that? When you have to generate or maintain interest. Which is all the time. Don’t […]

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Top 10 Reasons Prospects Don't Make Optimal Choices

September 22, 2009
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Thanks to all who participated so far, in the LinkedIn Discussion “If your prospects are so smart, why don’t they always make optimal choices”.

I personally didn’t want to forget all the good responses so I decided to interpret them and record them.

The result is “The Top 10 Reasons Prospects Don’t Make Optimal Choices”

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Do Your Prospects Need Help?

August 20, 2009
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If you’re selling to businesses, then your solution has to be “sold” to more than one person or group. Even if you are selling directly to the person or people who need your product – there are others to keep in mind. A nurse friend of mine likes to say “it’s not my pain” when referring to how she can do uncomfortable procedures on patients. The same goes for your prospects. They may be the patient, but somewhere along the line, there is a nurse who looks at the situation differently.

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