contacting c-suite executives and building a supporting network tyson group

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 will solve all their problems quickly, effectively, and efficiently. Continue reading

Voicemail Messages – 3 Secrets To Getting A Response

Getting Voicemail Messages Returned

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?
  • Is the product/service you are offering a good match for what the company does?
  • Are your sales processes and techniques a match for their environment?

Continue reading

Use These Tips to Increase Your Cold Call Success

spiderweb creating a network for prospecting in a company

When Making Cold Calls, Create a Web of Influence. Call Wide and Call Deep.

Studies have shown that 82% of sales reps feel challenged by the amount of data and the time it takes to research a prospect just to make the initial cold call. To be more blunt, Google and LinkedIn have become the purgatory for inefficient sales reps. Continue reading

7 Cold Calling No-No’s

cold calling tips and mistakes

I was recently reading a blog post put out by another sales trainer and speaker titled “7 Ways to Make Cold Calling Easier”. And it got me wondering, where do these tips come from? Were these ideas formulated by this trainer or is the advice reused and basic standard advice you can get anywhere? Beyond that, is the advice based on empirical data, or is based on opinion and that specific speaker’s experiences in sales? And for a moment, I had a Déjà vu. This isn’t the first time I came across a basic ‘tips to cold calling’ post and not the first time I was turned off by an article like this. Continue reading