Prospecting


[VIDEO] Sales Prospecting and the Art of Improvisation | Tom Scontras Presents at Inside Sales Boston 2010

Ever think sales prospecting is a bit like Improv acting? So do we; and it turns out, there's lots to learn from the art of improv. Watch this 30 min. video from AA-ISP's Inside Sales Boston 2010, and learn how...

Prospecting Sales 2.0
11/11/2010 20:32
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[VIDEO] Glance Asks | What Is Your Most Embarrassing Sales Situation? At Inside Sales Boston 2010

We've all experienced them, whether we want to admit it or not - those awkward moments in a sales call when we realize things haven't gone quite as we had planned. At the recent AA-ISP conference, Inside Sales Boston 2010,...

Prospecting Sales 2.0
11/10/2010 10:17
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"Don't Be That Guy" [VIDEO] | Most Embarassing Cold Call Moments

Although outsiders think it’s easy, it’s not; great selling requires intellect, discipline, hard work, and a boat load of courage. At Glance, we get your world, we have lived it, and continue to live it every day; a Sales 2.0...

Prospecting
09/21/2010 09:48
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Sales Scripts: Would You Like Some Annoyance With That?

I’m a loyal Starbucks customer for a couple or reasons; the product, and the service. More times than not; both are good. However I’ve discovered a glitch. Like many of us uptight, type A’s, I have a routine. My morning...

Prospecting Sales 2.0
09/16/2010 09:30
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Overcome Fear of Cold Calling with These 5 Tips From Sales Experts

Hate cold calling? So do 95 percent of sales professionals. “Only 3 to 5 percent of all sales pros don’t have any problems doing it,” says Bill Grimes, president of Grimes Associates. You heard right! They hate cold calling so...

Prospecting
06/21/2010 12:37
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You CAN (and Should) Use Twitter for Sales Leads

A recent survey on Twitter usage in the US by Edison Research/Arbitron Internet shows that your prospects and customers are out there on Twitter, and if you're not, you're missing an opportunity! Twitter Usage in America: 2010, conducted this past...

Prospecting Sales 2.0
05/20/2010 10:42
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What I Really Think About Sales 2.0, or "A Fool With a Tool is Still a Fool With a Tool"

OK, I’ve had it. I’m calling B.S. on this Sales 2.0 thing. If you want to be successful in Sales, the critical tools required are a brain and common sense. You may laugh, but, as a VP at Glance Networks,...

Prospecting Sales 2.0
04/30/2010 18:32
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"I have not yet begun to fight!" | What Did John Paul Jones Have in Common with Today's Elite Sales Pros?

In Portsmouth, NH, this weekend, taking a mini-break from work, we came across the "Jo hn Paul Jones House" on Middle St., where the famous Revolutionary Naval War hero lived between 1777 and 1782. John Paul Jones is most famous...

Closing Demonstrating Prospecting
02/13/2010 18:42
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Adherence to Sales Process Drops, With Negative Results

More interesting insights from CSO Insights' Sales Performance Optimization 2009 Survey: I was surprised by the fact that 62% of all companies surveyed have a random or informal sales process! The CSO Insights Report points out that, in fact, year...

Closing Demonstrating Prospecting Sales 2.0
01/26/2010 11:49
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How Are Your Sales Leads Generated?

Like last week's blog post, this week I'm posting more interesting observations from CSO Insights' Sales Performance Optimization 2009 Survey: If you're like us here at Glance, you'd probably rather have your sales reps spend more time actually selling rather...

Prospecting Sales 2.0 Tips
01/24/2010 17:33
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