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?
Prospecting
How to Use the Why Speak Statement to Crush Your Sales Calls
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.
How to Make a Powerful Sales Opening 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, as stated before, no one is sitting by the phone waiting for your unsolicited call, and sometimes, not even your scheduled phone call. People are busy. They have things that …
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How to Tell Genuine Sales Objections from Insidious Put-Offs
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 …
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The One Prospecting Idea You Need to Know as a Coach
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 …
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6 Powerful Ideas That Will Make You a Master of Cold Calling
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 …
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