Sales Prospecting on Steroids

Guest post by: Dave Kurlan
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Personality Tests, Sales Candidate Selection - How Tests Measure Up - By Dave Kurlan

With all of the articles written about sales and cold calls being dead (I usually write the counter arguments to that. How would you find new business if the only thing you could rely on was a lead?) it was a breath of fresh air when Michael Strickland, my guest on this week's edition of Meet the Sales Experts, spoke about prospecting on steroids. His five tips for sales success in today's economy are: 1. Review your prospecting strategy - prospecting on steroids - redouble everyone's efforts

2. Have a signature communication - own a channel - communicate your value proposition

3. Leverage technology - CRM - to identify and manage opportunities

4. Have a web presence - make sure people can find you by Googling you

5. Identify all of the weaknesses in the sales organization - fix them.

Michael, the former banker, turned banking consultant, turned sales consultant, turned Vistage chair also spoke about how executive teams and sales teams spend 97% of their time planning and only 3% of their time doing. He strongly suggested reversing those percentages.

"Action conquers fear. Make a strategic decision to grow." That was his comment when asked about the fear that has paralyzed so many businesses, causing them to wait and see what happens, rather than do something about their slumping sales force and revenue.

Listen to the show. Contact Michael Strickland.

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Free PDF Download
Personality Tests, Sales Candidate Selection - How Tests Measure Up - By Dave Kurlan

About the Author: Dave Kurlan

RSS for Dave's articles - Visit Dave's website
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.

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