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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 …

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 …

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 …

If Your Appointment Setting System Is Not Working, What Do You Do? 3 Core Reasons For Poor Results.

What if you or your team are smiling, dialing, emailing, leaving messages, working hard and yet, too few sales appointments …

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Top 13 traits of top sales producers

Top 13 traits of top sales producers They plan questions rather than presentations. They play a longer game, prioritize larger …

Tough Times and Sales Shakeouts: 9 steps to outperform competitiors

If you own a company, or are a CEO or sales leader, there are certain moments of truth. During such …

Winning sales scripts – Top 10 core drivers

You can’t craft great scripts unless you adopt some core principles about what makes a successful script. Here are 10 …

Nonconformist sales strategy choice of top performers

What will you stop doing in 2024? That is the most important decision you will make. Top performers make different …

B2B lead gen: Ignore the 95% and the most important decision you will make

If you are involved in B2B lead gen, today we discuss the most important decision you need to make, and …

Appointment setting incentives: How to structure, always keep a carrot within reach

Here is an appointment setting comp plan suggestion. Before we get to the video/transcript, I wish to add a few …