The old way of selling has changed

August 23, 2011

In a follow-up post, Steve Kloyda talks further about the art of prospecting. Do you agree with his thoughts? Your success in sales starts and ends with prospecting Skeptics say that prospecting is dead. It’s not. And it never will be. The decision to prospect is yours alone. Yes, the old way of selling has changed, but prospecting continues to be the foundation of all successful businesses and salespeople. So what is prospecting? …

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There has definitely been a lot of changes made with all of this. I see nothing but good coming from this. Keep up the good work. Visa for UAE for Canadians

Posted by: james k | July 5, 2012 12:47 PM

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Pretty basic message, but fundamentals usually are. It is on target though. Many people today are just plain lazy and don't want to do the work. Sales is a simple volume driven model. If you want to sell $10MM of business simply work backwards knowing your average prospect size, avg percentage you'll be able to quote, avg closing ratio, avg premium per sale, and figure out how many buttons you need to push per week to get there.

Posted by: Mark B | August 23, 2011 1:36 PM

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