• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • Top Sales Books
    • Submit a Sales or Marketing Book 2025
    • Top Sales Books 2024
    • Top Sales Books 2023
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

Solving The Symptom Not The Cause

Tibor Shanto - 7 August 2018

By Tibor Shanto
Prospecting for new opportunities is a tense activity especially telephone prospecting. There are so many variables, too many things we can not predict or control. But there are also things we can control, and those are the things we should focus on, in fact, this is the first step to success, choosing to focus only on those things we can directly impact. But we’re here to talk about what we cannot control and some ways to cope and conquer.
Wrong Message
While we prep our sellers in a number of ways to make the most of a prospecting call, building out personas, identifying pain points we best numb, every need our products potentially address, all the product knowledge a day to day “user” would want to know; these are all supported by ginned up ROI examples – all focused on the cause. We then send our reps out and tell them

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler
Assessments 24x7
Integrity Solutions
Kristie K. Jones
Kurlan & Assocs
Membrain
Mereo
Women SalesPro
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2025 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative