The Devil is in the Data
Accurate Data is Key to Increasing Sales Performance Metrics Did you know that poor quality data is costing your sales team at least 30 percent of revenues?
Accurate Data is Key to Increasing Sales Performance Metrics Did you know that poor quality data is costing your sales team at least 30 percent of revenues?
In a previous post, we talked about a powerful tool salespeople can use to open their sales calls. That was the Impact Statement. Today, we’re going to look at another tool you can use to take control of your sales calls. This is the Why Speak Statement.
Build a Strong Foundation for Opening Your Sales Call With the Impact Statement In a previous post, we introduced the concept of the Impact Statement and using that tool to focus the opening of your sales call. Remember,
Here’s a question about sales objections I encountered a lot when we did lead generation work: I keep running into objections before I even have a chance to introduce myself. What is the best way to overcome “I’m too busy,” “I do not have time” or “Call back in two months?” One of the challenges …
How to Tell Genuine Sales Objections from Insidious Put-Offs Read More »
Salespeople pursuing a single point of contact when prospecting is like an engineer designing a system with a single point of failure. One mishap and your whole project crashes! When Prospecting, Don’t Create a Single Point of Failure My director of technology once told me about an experience he had in the early creation days …
The One Prospecting Idea You Need to Know as a Coach Read More »
When making cold calls and opening sales calls on the phone, you need guideposts, touch points of some kind to help guide your interaction. Now, some sales trainers would say you need a script when cold calling. However, I think a cold calling script is too rigid. A sales rep must be flexible and address …
6 Powerful Ideas That Will Make You a Master of Cold Calling Read More »