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 …
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