Ask yourself this question: If I could get in front of more quality prospects, how much more could I sell?
Here’s an observation I’ve made from my training sessions and sales activity. Most companies we work with are product and service heavy, but poor in the sales process. Continue reading
Sales Tactics That Don’t Work – Reading Your Script
I can’t believe sales reps are still being taught old tactics that don’t work.
This morning I received a call from someone offering a free executive report as a “reward” for subscribing to one of their online publications. I can appreciate what these sales reps are trying to accomplish. However, if you you’re targeting executives, your communication style needs to be a little more… executive-like. Continue reading
Back in the later half of the 2000s when I started assembling my current crew, I attended a Dale Carnegie session in which the future leader of my inside sales team was enrolled. During that session, I heard her deliver a remarkable story about opening a sales call, displaying exceptional sales acumen for someone just starting their sales career. Continue reading