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?
cold calling
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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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 …
Voicemail Messages – 3 Secrets To Getting A Response
Here is the question beginning sales reps ask a lot during my sales training sessions: I’ve left 25 voicemail messages and sent several emails. How do I get a response from my prospect? After mulling over the question, I have a few questions of my own: Are you trying to connect with the right person? …
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