Tuesday, February 23, 2010

The Ultimate Prospecting Tool... Maybe...

Sales is key. In the book Tipping Point by Malcolm Gladwell, he explains that Salesmen are "persuaders"
Charismatic people with powerful negotiation skills. They tend to have an indefinable trait that goes beyond what they say, which makes others want to agree with them. Gladwell's examples include California businessman Tom Gau and news anchor Peter Jennings, and he cites several studies about the persuasive implications of non-verbal cues, including a headphone nod study (conducted by Gary Wells of the University of Alberta and Richard Petty of the University of Missouri) and William Condon's cultural microrhythms study.
In the value chain, there are also Mavens and Connectors, but sales earns the transactions... The revenue... And keeps the lights on...

Now, all of us in sales have one key desire, to sell more. Many schools of thought exist for sales reps to drive more revenue. However, while poking around this morning, I found a great prospect qualification tool from the BNET blog. A little 101, combined with technology, this tool is fun to play with and use as a question-generation program.


 To find the actual program, click here...
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