The One Prospecting Idea You Need to Know as a Coach

Posted on | by Lance Tyson
spiderweb creating a network for prospecting in a company

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 of our call center. He said he had called into a local manufacturing company and was hooked up with the director of sales. He had done everything right, moving the relationship towards selling a set of training programs for the company’s sales team.

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6 Powerful Ideas That Will Make You a Master of Cold Calling

Posted on | by Lance Tyson
cold calling tips tyson group phone and notes

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 people where they find them mentally and attitudinally, not where the script says your prospect should be.

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7 Cold Calling No-No’s You Need to Stop Doing Immediately

Posted on | by Lance Tyson
cold calling tips and mistakes

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 by this trainer or were his insights rehashed from basic advice you can find anywhere? Was his advice based on empirical data, or was it based on opinions from his experiences in sales? And at that moment, I had an epiphany. This wasn’t the first time I came across a basic ‘tips to cold calling’ post. And it wasn’t the first time I was turned off by an article like this.

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

Insider Secrets to Reaching C-Suite Executives

Posted on | by Lance Tyson | Leave a Comment on 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

Posted on | by Lance Tyson | Leave a Comment on 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?

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