Prospects Archives

Don’t Drive Your Customers Away!

By Dave Brock | Nov 3, 2023

I, and so many others, write constantly about how buying is changing and how sellers (sales and marketing) must change to respond to these changes. But how often do we write about how not to drive your customers away? We read about how email is failing, phone calls, social, and virtually every other engagement platform.…

Not Everyone is a Customer or a Prospect

By Dave Brock | Sep 26, 2017

It might seem obvious to everyone reading the title of this post. Of course we know that not everyone is a prospect or a potential customer. One would never guess that is common knowledge based on emails and phone calls I receive. I reflect on the emails and calls, astounded, thinking, “Why do they possibly…

High Velocity Prospecting

By Dave Brock | Jun 24, 2016

I’m a huge fan of high velocity outbound calls—at least when done well. Recently, I needed to buy a new car. My current car was coming off lease, and I thought I’d take advantage of some of the end of quarter promotions. I did my research, narrowed down to a couple of different models, configured those models at the…

What Call Volume Says About Your Sales Team

By SmallBizClub | Jan 27, 2014

Call volume, or the number of dials made, is a top line measure of how your outbound prospecting team is doing. It is an indicator of each rep’s effort, not the caliber of their calls. But dials that lead to deals can only happen if your reps invest a lot of time into dialing.

“Is There Anyone Else We Should Be Talking To?”

By Dave Brock | Oct 8, 2013

Sometimes we become so task focused, we lose site of the bigger picture and what we could be doing. And we forget something critical, we forget to ask, “Is there anyone else we should be talking to?”