Tag Archives forSales Strategy

The 3M Prospecting Plan

In this article I’ll be covering the aspects of a highly effective prospecting plan.

While prospecting is a fundamental of any sales endeavor, most sales reps do not take prospecting seriously enough to make the impact on their sales numbers they or their manager would like.
Here’s truth:

“The road to increasing sales leads through more / more effective prospecting”


If you struggle in prospecting, you will struggle in sales. It’s that simple. The reverse is also true. The more you prospect and the better you become at it, the more opportunities you will create.

Furthermore, most sales reps lack a prospecting plan that will guide them in their prospecting efforts. Most of the time prospecting efforts are “willy nilly”, unfocused, sporadic and lack an over arching strategy.

The 3M prospecting process will help sales reps develop a highly effective and potent prospecting plan. 3M prospecting is composed of 3 focus points – Method, Message, Mission.


  1 – Method: What is the method and way you prospect and reach out to your prospects. For example:


  • Cold calling
  • Cold emailing
  • Networking
  • Social Selling
  • Etc


     2 – Message: What is the message you use to create attention, interest and desire that will bring value?


  3 – Mission: The power behind all of your prospecting efforts is your personal mission and intent of your actions.


By combining and implementing these 3 aspects of 3M Prospecting together, you will have a focused prospecting strategy that has the potential to dramatically increase your opportunities to bring value to your prospects and increase your sales.
In subsequent articles, we’ll explore each one of the 3M’s in detail.


Dustin Dart is a sales trainer and consultant and is the President of Ascent Sakes International – a global sales training and marketing agency.

“I’m Not Interested”

I’m not interested…

The dreaded words a sales rep hears every. single. day….

But you know you have a product that can help out the customers. They just don’t seem interested in even hearing about it. Maybe you feel like this guy in this cartoon I had designed a few years ago.


Can you relate?

People are busier now than at any time in history. The amount of distractions that are calling for our attention is 10 fold from the busy time just 10 or 15 years ago. Frankly, we just don’t know what’s worth our time or not and with so much to do, it’s better to ignore.

If you’re prospects are telling you they’re not interested, what they’re really telling you is that you’re not interesting. If you want a prospects attention you must be interesting.

To get their listening ears to pay attention, here are some quick tips:

            1: Change the focus of your messages from you and your company to them and their needs, wants and how they would benefit. Afterall, who’s the most interesting person in the world? Ourselves…

            2: Don’t be vanilla. While you and your company might have the stability of vanilla ice cream, it’s boring. If you want their attention you must reach out in a much more creative and interesting way than your standard, pesky cold call or email.

            3: Create value. If you create enough value, your client will be forced to listen and pay attention.

            4: Create celebrity / authoritative leverage: You can create your own mini celebrity in your marketplace by blogging, making videos and audios, giving speeches, etc. Once you create the celebrity and authority in your marketplace, you will have no shortage of attention and people wanting to talk to you.

            5: Change your motive. Related to #1 above is to focus your motives to sincerely helping and benefiting your client rather than selfishly focusing on yourself making a sale. When your client senses your true motivation, they open up and are much more willing to start a dialogue.

Successful sales is getting much harder in today’s modern world. Those reps who refuse to learn and resist selling in a different way will be left behind and become fossils of a bygone age…sales fossils.

Those few reps who do take their career and the success of their client seriously will stand out and experience more success than they thought possible.

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Find Your Code to Sales Success

When I was a kid if you could figure out the code to the Rubiks Cube you were considered pretty smart. Remember those toys? To master the Rubiks Cube you need to match all the colors on each side. There is a code to follow to be able to master the Rubiks Cube. Once you learn the code, you will have success.

I admit that I never did have the patience to figure it out, but I was impressed with those that did.

In the business world, most business owners and sales reps are like I was with the Rubiks Cube. They know there’s a way to increase sales, but it can be hard to figure out. Rather than go on a search to figure out sales success, they flounder in status quo.

Your Code to Sales Success: There is a code to your sales success. There is a way, a path or a blueprint to being able to dramatically increase sales. And not just by 10 or 15% per year. You can best believe that there is a code that can double, triple, even 10X your sales in short time once you figure it out.

Questions: What lies on the other side of finding the code to your sales success? How does your business change? How does your life change? How do your finances change? What does sales success mean to you?

Impact questions: What are you going to do about it? What if you decide to do nothing? What happens then?

Imagine you hold a combination lock in your hands, and all you need to do is figure out the code and massive sales success will be a reality.   Do what’s necessary to figure out the code. If you struggle, there may be others that are experts in figuring the code to open the lock.

Your sales success lays before you. My invitation to you is to do what’s necessary to unlock your code.

If you’d like help figuring out your code to sales success fill out the form below. We’re here to help

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