‘7 Proven Ways to Become a Sales Prospecting Superstar’ – HubSpot
Anthony Iannarino says, “You probably always thought that prospecting came before closing, but to create an opportunity, you must be able to ask for and gain the first two commitments you need to move a lead into true prospect status: the commitment of your prospect’s time and the commitment to explore working together. Unfortunately, both are becoming more and more difficult to get.
The business environment has changed radically over the past two decades, thanks to globalization, the Internet, and some major recessions. As a result, we have had to make drastic alterations in the way we sell.
Globalization has forced us to become competitors in the world marketplace. You can no longer be “the only game in town” when the “town” is the whole world.
The Internet has shifted the balance of power. Whereas sellers used to control information, the Internet has given buyers access to more in formation and more choices than ever. And it is easier for buyers to find someone who looks a lot like you to sell them what they need if they don’t believe you are treating them fairly“.
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