Prospecting Archives - Shawn Casemore | Sales Growth Consultant

Using a Power Statement for Better Prospecting in 2021!

Are you using a power statement for better prospecting? I first stumbled across a power statement back when I was taught about having an elevator pitch. The concept of “pitching” seemed cheesy to me, and typically turned off my prospects. But a power statement had an entirely different impact. It was and still is the […]

Why You Need to Triage Your Prospects

Whether you sell B2B or B2C, you need to triage your prospects. In banking, the saying goes that if you borrow $100,000, you are a customer; if you borrow $1 million, you’re a partner. Your business presumably has a bunch of customers, and a few partners. The partners are the big fish. They might offer […]

How to Use WhatsApp for Prospecting (in 2021!)

If you would have told me a few years ago that WhatsApp was a great prospecting tool, I would have thought you were crazy. Communicating with a prospect via a text message wasn’t easily done. This all changed once I spent some time doing business development with a client in Mexico. Nearly everyone we encountered, […]

Why You Should Always Be Prospecting (in 2021!)

There is a reason why you should always be prospecting. It’s a key component of being more proactive in sales. If you want some level of predictability in your sales, then prospecting is your most important ally. It’s so important, that although you might take a day off from work, you should never take a […]

Cold Calling is Still Effective (if you do this!)

Have you ever wondered if cold calling is still effective? In fact it’s never been more effective… That is if you use it in the right way. After all, you don’t want a cold call to depersonalize your selling opportunity. It’s not about trying to sell necessarily, but trying to get the attention of your […]

The Prospect You Are Trying to Reach is Unavailable (now what?)

If you make cold calls, what happens when the prospect you are trying to reach is unavailable? It was only a year ago that I was traveling around with a client’s sales agent, making cold calls. Funny how a year can seem so long ago. We were expanding their business into Mexico, and I was […]