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.
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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7 Cold Calling No-No’s You Need to Stop Doing Immediately
This post on cold calling was originally published on Dec 19, 2016 and updated with current material on June 19, 2019. I was reading a blog post put out by another sales trainer titled “7 Ways to Make Cold Calling Easier”. It got me wondering, where do these tips come from? Were these ideas formulated …
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9 More Sales Prospecting Methods to Boost Your Brand and Your Sales
In a previous post, we discussed 10 quick sales prospecting ideas to boost your sales. All those ideas dealt with using social media and online properties to make yourself known to potential prospects who are searching online for what you do. We know that most of your potential customers do their research online. And by …
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10 Quick Sales Prospecting Ideas to Boost Your Sales
Contrary to popular belief, sales prospecting is not dead, and cold calling is not the boogeyman everyone has made it out to be. Don’t get me wrong. I think picking up the phone and calling people you don’t know so you can sell them something that they don’t want is a colossal waste of time. …
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LinkedIn Ain’t Selling – Insights Into Social Selling
This post on social selling was originally published on Nov 17, 2016 and updated on Feb 13, 2019. I often get asked to give a talk on the power of social media and how that works in the profession of sales. There’s still a lot of buzz around the topic of social selling and it …
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Insider Secrets to Reaching C-Suite Executives
How Do I Get to the C-Suite Executives of a Company? In an earlier post, I reviewed one of the most common questions I get from salespeople: how do you reach the C-suite executives of a company? It reminds me that the natural impulse for new salespeople is to look for the silver bullet that …
Prospecting: A Practice of Persistence and Perspective
In my previous post I emphatically stated, prospecting is not dead! Many marketing automation companies may try to convince you otherwise, or you may have convinced yourself with all the information seemingly available at your fingertips, that you have all the data you need to make a sale. The fact is, nothing can replace actual …
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Very Fake News: Prospecting is Not Dead
Lately, there’s been a surge of advertising saying that traditional selling is dead, that prospecting is dead. I have two words for that: fake news. But, I get it…there’s a multitude of reasons to believe prospecting is dead. At least, that’s what customer relation management (CRM) companies, or marketing automation companies, will have you believe …
