Increase Your Team’s Sales Performance by Integrating Sales Emails into Their Opening Strategy. In one of my sales coaching sessions, someone asked how to follow-up with a buyer after sending an introductory sales email. He asked because, according to him, no one was opening—let alone reading—his emails.
Coaching your Sales Team to Set More Meetings, Close More Deals, and Surpass Their Performance KPIs As a sales manager, you’re always looking for ways to improve your sales process and improve the performance of your sales team. One of the ideas that we constantly coach salespeople on in our sessions is that the most …
How to Open a Sales Call: Use the Affinity Rule to Improve Sales Effectiveness Read More »
High-Performing Sales Teams Always Know Their Prospects’ Needs I’ve done all types of real-time phone coaching with a variety of inside sales teams. Getting the gatekeeper to put a decision maker on the line is easy. Listening to the decision maker chew you out for a useless interruption with no value is a lot …
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?
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 »
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 …
7 Cold Calling No-No’s You Need to Stop Doing Immediately Read More »
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 …
The consumer’s engagement in the buying process is more intense than it has ever been. With all the information available to us, it’s no wonder selling has become more and more difficult. When buying a product online, 92 percent of consumers spend time reading online reviews ahead of time and 40 percent of those consumers …
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 …
Prospecting: A Practice of Persistence and Perspective Read More »
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 …
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? …
Voicemail Messages – 3 Secrets To Getting A Response Read More »
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