The Best Time to Call Prospects, Based on Data From 100,000 Calls [Infographic]

Have you ever called a lead on a Tuesday morning and heard nothing, but tried that same lead two days later and they responded back almost immediately? That’s not luck — there’s some science behind why this happened. According to research from James Oldroyd and, effectively reaching out to prospects comes down to one[…]

sales, leads, prospecting

Sales Lead Prioritization for Inbound Sales

When a sales rep gets a lead — whether it’s an inbound lead, a referral, or sourced through the rep’s own efforts — they have to prioritize it against the other opportunities they’re working. And this can be a challenge, because while one lead might look great on paper, another could ultimately prove to be[…]

5 Signs You’re Talking At (Not Talking To) Your Prospects

You’d think that for a salesperson, talking a lot about their product would be the best way to win a deal. After all, how can prospects decide to buy (or not) unless they know what they’re paying for?Yet one of sales’ biggest ironies is that the more you talk about your product, the less likely[…]

Following Up with Prospects: 90 Percent Never Do

            Would you believe that over 90% of these people NEVER followed up on their quotes? I am absolutely amazed by that! And after my recent experience with these contractors, I’m even more convinced that just following up regularly gives you a significant edge over your competition.  Source: Following Up with[…]