Sales Leadership with Jim Pancero

Amazing the results you won’t get when you don’t prospect!

September 17, 2021 Jim Pancero Season 2 Episode 1
Sales Leadership with Jim Pancero
Amazing the results you won’t get when you don’t prospect!
Show Notes Transcript

How many of your reps are complaining about not having enough new business…but are doing nothing to go out prospecting and uncover any new accounts? Join me as I share some of the great prospecting tips from sales trainer Brad Tonini of Melbourne, Australia…so you and your team can sell even more!

Hi. Jim Pancero, helping you become a stronger leader of your sales team. There's a good friend of mine who is also a fellow sales trainer. He's in Melbourne, Australia. Has this great quote that I love to use of his, where his quote is, "Amazing the results you won't get when you don't prospect." I thought this was such a cool idea. The idea of look, how many of our salespeople are complaining about they don't have enough new business, but they're not doing anything to prospect about it.

What are you doing to generate more new business activities? What are you doing to plan for an hour of power? This was another idea I love of Brad's where he said, "Each day, take one hour." He calls it the hour of power. Sometime during the day where the only thing the sales team's allowed to do during that hour is prospect for new accounts, not allowed to work on existing stuff.

Just so each day to hopefully, you look over the week, that's five hours a week of time spent prospecting and investing in new business opportunities. What can you do to make sure that your people are working to generate new business, especially how much business is changing now in this post-COVID world? Because it's amazing the results you won't get when you don't prospect. You might want to check out some of Brad's other great ideas. He's also posting a lot of videos. He's out of Melbourne Australia. It's at Bradtonini.com. Something you might want to check out. He's got good stuff. Thanks for checking out my podcast. I'm posting two new podcasts each week, all aimed at helping you and your team increase your selling competitive advantage.