Opinions expressed by Digital Journal contributors are their own. Prospecting is synonymous with sales, even though many sales masterminds will tell you otherwise. Using outdated sales prospecting ...

Youngstown, OH, Dec. 16, 2019 (GLOBE NEWSWIRE) -- Prospecting is an important part of every sales process. It’s more than just cold calls, and is needed to develop a flowing pipeline of potential ...

Imagine you’re trying to guide people into a showroom with a display of your products. You can do it from the inside—standing at the door with a flashy sign and ...

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 should be involved in the sales process when it comes to a startup or a small business, and it can be very easy to rely on one or two tried-and-true sales techniques. However, that isn't ...

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 ...

Sales referrals are among the most valuable prospecting methods used by salespeople at small businesses to generate new leads. A sales referral takes place when an existing customer provides the name ...

Now that we've entered the new year, it's important for businesses to reassess their sales prospecting strategies in light of the current economic environment. B2B sales prospecting can help ...

In outbound prospecting, the sales reps contact leads, rather than wait for the leads to come to them (i.e., inbound prospecting). A common misunderstanding is to equate outbound sales with cold ...