Prospecting as a Process

Interview with Jeremy DeMerchant, #1 Best-Selling Author, Award Winning Speaker, founder of Permission To Sell Consulting Group and host of the Sales Team Rescue podcast. Jeremy explains how to be more successful on your appointments by focusing on two components: mindset and framework. Learn how the story you’re telling yourself and the questions you ask determine your success in sales.  For more great content from Jeremy, check out his podcast at SalesTeamRescue.com. Be sure to download a free copy of The 5 C’s of Successful Sales Conversations at PermissionToSell.com/5cs

Interview with Keenan of A Sales Guy and author of the best selling book Gap Selling. Keenan explains the importance of connecting with the buyer on a problem level and the benefits of creating a PIC (Problem Identification) chart.

Please visit https://www.asalesguy.com/a-sales-guy-u/ for powerful content to help you become a better salesperson or leader.

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Interview with Mark Hunter of The Sales Hunter. Mark explains the importance of identifying your Ideal Customer Profile (ICP) to know who and what type of customer you should be reaching out to as well as tips to qualify fast. 

Please visit http://thesaleshunter.com to learn more about Mark Hunter and check out his free resource 100 Prospecting Tips.

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Interview with Lynn Hidy, of UpYourTeleSales; Lynn explains the importance of turning your product knowledge into prospect problem knowledge.

Please visit http://www.upyourtelesales.com/ to learn more about Lynn Hidy. 

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Interview with Anthony Maddalena with PowerCall Global Training Limited. He outlines various options to help achieve better results with cold calling and deep dives into managing the first 10 seconds of the call. Check out his presentation Three Best Times to Cold Call and for more information visit https://www.powercalltraining.com/

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Interview with Jay Gilmore of Mountain Top Data. Jay discusses the importance of list maintenance, working in your CRM, and more importantly how to discern a good list vendor. Additionally, he offers 100 FREE contacts at no charge for mentioning this podcast and reaching out to him! To learn more visit https://www.mountaintopdata.com/

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Interview with Barry Caponi of Caponi Performance Group. Barry focuses on all aspects of prospecting; from target selection all the way through the skills, tools and processes involved in appointment setting. 

Please visit https://www.caponipg.com/ to learn more about Barry Caponi.

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