Sales Prospecting

AJ Konynenbelt Helps Steer Zeeland Lumber Toward Success
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AJ Konynenbelt Helps Steer Zeeland Lumber Toward Success

Here's how this sales VP built a thriving team--and the lessons you can bring back... More

Having Trouble Selling? It Could be Your Tools ... and How You Sell
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Having Trouble Selling? It Could be Your Tools ... and How You Sell

Essay: LBM needs new tech to reach customers and new thinking about where to find... More

Avoid This Trap When You Start Talking with Customer Prospects
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Avoid This Trap When You Start Talking with Customer Prospects

The urge to give away pricing info is strong, ProSales "Sell Sheet" columnist Rick... More

Blaming the Market for Slow Sales? You’d Better Change Your Attitude
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Blaming the Market for Slow Sales? You’d Better Change Your Attitude

New beliefs about what you do and how you do them can lead to sales success More

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Don't Mistake Customer Relationship Management Software for Sales Management

And stop calling it CRM, ProSales columnist Rick Davis says, because too much of the system today reminds people of Big Brother. Instead, refer to the software as C/PRM, because that "P" can make the rest of CRM much easier to embrace. More

Contractor Loyalty Programs Are an Underused Way to Boost Sales, Study Finds
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Contractor Loyalty Programs Are an Underused Way to Boost Sales, Study Finds

Principia says manufacturers and dealers both can benefit if they structure the... More

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As Sales Rise, Fish for ‘Profit Share’

Focus on landing the highest-margin business in your market More

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For Better Sales Meetings, Ditch the Old Basics

Don't kid yourself because there are new ideas More

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What's a Great Closing Ratio? First Ask: Who and What Are You Selling?

Divide your sales attempts into three categories to get a better sense of how successful your pitch is More

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Want to Have Good Customers? Examine Their Behavior First

A few questions can help determine whether they’ll be a joy or a pain to serve More

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