Tagged: cold email

new reality of prospecting

The New Reality of Prospecting

By Gil Cargill on October 3

During the course of my sales career and my sales coaching career, I’ve seen traditional prospecting strategies – canvassing, networking, cold-calling, et cetera – become increasingly less effective. As a matter of fact, most salespeople do their best to avoid prospecting because they know, based on their experience that it does not produce the desired […]

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Consideration Rate – The Missing Metric

By Gil Cargill on September 20

The most important and most frequently overlooked metric, as it pertains to business-to-business marketing, is consideration rate. Simply stated, consideration rate is the percentage of desirable sales opportunities that, at minimum, consider you.  For instance, if in your market there will be 1,000 decisions made next quarter and you are providing quotes to 100 potential […]

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