Category Archives: Prospecting

How to Stage an Effective Sales Discovery Call

By Chris Orlob To move any deal through the sales process, you first need to have an effective sales discovery call, during which you uncover your prospect’s pain points.  Uncovering pain points right off the bat allows you to immediately set … Continue reading

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How to Become a High Priority to Your Prospect

By Christine Harrington During my prospecting calls this week, I examined all the different touchpoints necessary to stay a priority in the prospect’s mind. I encourage you to do the same. If you’re in sales, you have gaps. These gaps are … Continue reading

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Keeping Up with Emerging C-suite Job Titles: Which Matter Most?

By Sharon Gillenwater At the beginning of 2017, Ford Motor Company decided to take a leap of faith and create a new C-level position: chief brand officer. They hired brand expert Musa Tariq away from Apple, where he had been global … Continue reading

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