Discovery Call Strategy SprintMessaging paths from hello to clickTouch integration for higher response

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Sales Objectives vs Strategy vs Tactics: What’s The Difference? Why It Matters.

What is your sales team objective? Strategy? Tactics? Do you know the difference between the three and does it matter? …

“Send Me Some Information” Response Wimp Test.

SAMPLE BEST RESPONSE TO THE ” JUST SEND ME SOME INFORMATION” SALES OBJECTION IS BELOW. IF YOUR OBJECTION RESPONSE TO …

Discovery Call Formula of Success: 50/20/20/10

I used to believe in the 60/30/10 rule when it came to be booking sales appointments and discovery calls. That …

50 Shades of “Not Interested.” A Sales Rebuttal Objection Strategy.

Funny story. Newbie in training relates a call in which the decision-maker replied “not interested.” Get this. The newbie actually …

Phone Script Audit Checklist-15 Sales Script Factors to Boost Discovery Calls and B2B Appointment Setting

Before I started sales coaching, I worked the phones to book more than 2,000+ C-Level appointments in diverse industries. That …

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Write a book for breakthrough prospecting

Would you write 20 blog posts if it would change your life? If you could author 20 blog posts, that …

46 Top Tips to Sell the Meeting. Part 1

1. Don’t make it easy for them to lump you in with the idiots. Your targets get lots of calls …

Don’t let short-term discomfort block progress

The enemy of improved business development is usually not more information or new fresh strategies (give me a break.) The …

Just Want a Sales Script?… Two Hours That Makes All the Difference.

Let me share a “script preparation” tip that is key to words that work. A simple thing that most people …

5 Unexpected Payoffs From Business Development Success

Many times, business development success comes from places not originally imagined. I was reminded of that last week when speaking …

Sales basics fuel more productivity gains than top gun techniques

Here is an uncomfortable sales truth. Execute the basics of selling well and consistently, is enough to beat 95% of …