When a salesperson prospects, he seeks out potential customers for his business using a variety of tools. Cold calling, referrals, directories and trade shows are among the common methods used to ...

The most consequential number in sales is 40, as it’s crucial for capturing the immense impact and importance of prospecting: 40% of salespeople agree that prospecting is the most challenging part of ...

A sales prospecting list gives your sales force a list of companies that have a high propensity to purchase from your company in the future. The prospecting list should provide sales representatives ...

Here's the new installment in our effort to bring time-tested sales and marketing articles to the attention of new readers. The original version of this article ran on Nov. 6, 2013. In this one, the ...

"Everyone lives by selling something." That adage is widely attributed to Robert Louis Stevenson. When you are a financial advisor or insurance agent, it can be easy to forget you need to constantly ...

Effective prospecting ideas and techniques can be a lifesaver. Especially since prospecting is the number one challenge financial advisors face – they can’t seem to get in front of prospective clients ...

When it comes to prospecting, there are several factors that lead to success. First and foremost, it is essential that your sales team’s prospecting goal is to understand the buyer and gather ...

Every sales team wants to work smarter, not longer. Luckily, technology gives us the advantage to organize and streamline. A perfect sales technology stack only exists when there’s adoption and ...