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Creating a Healthy Prospect Pipeline The prospect pipeline places cohorts of prospects at different stages of the development cycle and then measures their progress as they move from an unqualified lead to a donor.   |
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Two Concrete Ways Sales Can Benefit from Marketing Automation Answer the questions your sales force needs to ask. |
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Getting to Know Your Donors Using the simple tools in his book, "Opening the Door to Major Gifts: Mastering the Discovery Call, "John Greenhoe shows how any nonprofit can begin to diversify its fundraising revenue. |
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July 24, 2014
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Salesforce.com Launches Salesforce1 Sales Reach The solution gives sales teams access to powerful marketing tools on the go. |
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Cover Your Assets: Protecting Customer Data Protecting your customer and prospect information is essential and is one of the most important actions you can take to protect your business. So here are four steps you can take to capture and protect your business' most important asset - information! |
Commercial Investment Real Estate
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Prospecting 101 Master the basics of finding new clients. |
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The New Cold Calling? The following is an excerpt from The Indispensable LinkedIn Sales Guide for Financial Advisors that I co-authored with Kevin Nichols. |
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Advanced Applications For The Value Ladder Use key questions directed at potential clients to connect back to your unique message. |
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The Pulse: What is Your Company's Current Prospect Pursuit Plan? A chart representing reader responses depicting the percentages of companies' prospect pursuit plans. |
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Michael McMillan |
Crafting a CRM System to Mobilize Your Salesforce Your reps should use a mobile CRM platform that makes selling fast, fun, and painless. |
Entrepreneur
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Mind If I Ask... You don't have to be a master inquisitor to ask your prospects all the right questions. Learn how to set yourself up to seal the deal every time. |
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13 Steps to Avoid Fumbling Your First Meeting With A Prospect Whether you are relatively new to the planning business or have been in the profession for decades, odds are you have lost potential clients as a result of mistakes made at a first meeting. |
The Motley Fool
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A Promising Energy Prospect This unique business development company focuses on the energy sector. Investors, take note. |
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Seize the Day The more you're in front of prospects, the better chance you have of creating good timing. Many executives agree that most sales happen after the fifth call. |
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Channel Coach: Building Trust and Building Sales The best way to build trust is to always deliver on promises and commitments. |
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Infer Launches AI-Powered Prospect Management Platform Infer's Prospect Management brings predictive technology to deliver intelligent recommendations to sales and marketing. |
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Referrals for the Asking The majority of advisors are ignoring one of the most effective, efficient and obvious sources for new referrals: their existing clients. |
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Sales Success Tools -- Part 2: Opportunity Management Online marketing consultant Joy Milkowski, founder of Access Marketing Company, talks about sales management tools. |
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Making Introductions Happen: Request and Receive Referrals From Existing Clients Use this 9-step process to request (and receive) referrals from your existing clients. |
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Deeper Prospect Conversations with Linkedin Here are some ways to spark more substantial conversations leveraging LinkedIn information. (Also, don't be afraid to mention LinkedIn. In today's world it's far from taboo!). |
AFP eWire
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3 Mistakes You Make When You Meet Prospects If you're like most fundraising professionals, you make three costly mistakes whenever you meet with prospects and donors. |
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February 8, 2013
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Are Your Sales Proposals Working? In today's fast-paced business and technology landscape, the most important question to ask is whether your sales process is working. Here are six tips for evaluating your sales process. |
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Finding the ROI in Media Spending Marketers need to connect investments and processes to gain measurable results. |
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March 8, 2012
Boswell & Nichols |
The 3-Step Process for Closing New Prospects Many advisors put a great deal of thought into how they'll find affluent prospects, but less on how they'll convert these prospects in to clients. |
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Pardot Makes B2B Marketing More Social with Major Platform Upgrade New social media profiling and messaging features enable marketing campaigns that engage sales prospects across channels. |
Financial Advisor
August 2007
Brigid O'Connor |
First Impressions Financial advisors require solid business presentation skills to secure new clients. The initial consultation is simultaneously a vital marketing tool and a challenging obstacle to success. |
Entrepreneur
June 2007 |
Wind In Your Sales Your business won't make any headway without stellar sales. Here's all you need to know to grow at a rapid clip. |
AFP eWire
July 16, 2013
Amy Eisenstein |
Your New Year's Resolution for July: Two Hours Per Week and Five Simple Steps for Small Development Shops to Achieve Major Gift Success Have you ever wished you could raise major gifts but felt you don't have the courage, confidence, know-how, or, most important, the time? |
Financial Planning
June 1, 2011
John Comer |
Linking In When you talk about social media, Facebook and Twitter tend to get most of the buzz. But many financial advisors might not realize that another network may generate better results: LinkedIn. |
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May 15, 2015
Adam Blitzer |
Want to Sell Smarter? Don't Overcommit on Low-Value Engagements People are your top resource -- so have them focus on engaging in person. |
AFP eWire
September 28, 2010 |
The Top 10 Mistakes in Fundraising Campaigns Is your fundraising campaign fizzling? Whether you are stalled or just moving slower than you would like, there are some common mistakes that you can diagnose now before your campaign sputters to a stop. |
Entrepreneur
August 2006
Asheesh Advani |
Friends With Money Looking to raise capital for your new business? Start by approaching the people who know you best. |
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September 2001
Barry Farber |
Back Off! Being friendly is good, but being too chummy to make the sale is not... |
Entrepreneur
December 2005
Barry Farber |
Make No Mistake The things you do -- and don't do -- could keep you from closing sales. Watch out for these 5 common mistakes, and learn how to avoid them. |
Registered Rep.
July 5, 2012
Anne Field |
Central Casting for Prospects Clients tend to fall into classic types. Here's how to identify and woo a few common ones. |
Registered Rep.
September 8, 2014
Matt Oechsli |
You're Just Not That Interesting Even though you were asked a question about yourself, the less you talk about yourself, the more quickly you build rapport. |
Entrepreneur
May 2006
Kimberly L. McCall |
The Price Is Right Advice on winning the price wars. |
CRM
November 22, 2013
Larry Caretsky |
Four Steps to Establishing a Reliable Lead Qualification Process Close more sales by getting every sales rep on the same page. There are some very good CRM software solutions that are designed to make this a whole lot easier. |
Fast Company
January 9, 2012
Margaret Rhodes |
Prospect Park Axes "All My Children" Web Series Production firm Prospect Park recently announced that it is surrendering plans to broadcast two discontinued soap operas as web series. |
Registered Rep.
March 22, 2012
Boswell & Nichols |
10 Ways to Make Social Media Work for Advisors When it comes to social media, advisors have a resounding question, "How do we actually use it and how do we get value from it?" We decided to answer this question. |
Entrepreneur
February 2005
Barry Farber |
Right on Target Hit the mark with prospective customers by learning how to find their hot buttons. Here are four "hot button" tips. |
Bank Systems & Technology
December 23, 2007
Michael Ellison |
Three Ways to Improve Retail Bank Web Sites Here are some best practices that would make bank Web sites easier to use and more valuable to customers and prospects. |
Entrepreneur
January 2005
Kimberly L. McCall |
Making Your Case Think client testimonials are just icing on the cake? Think again. Case studies can be powerful sales vehicles for your company. |
Entrepreneur
November 2007
Barry Farber |
Selling is Not About You The more you focus on your customers' needs, the easier selling gets. |
Entrepreneur
June 2005
Jerry Fisher |
Seal the Deal What can you say to make prospects say yes? |
Financial Advisor
June 2005
Leo J. Pusateri |
Addressing Value Challenges How well you handle a value challenge will, in many cases, determine whether you earn the right to manage an individual's wealth. Here's how to respectfully address these challenges with confidence, while always restating your value. |
