Qualified prospect won’t respond to your proposal – What to do?

I frequently get anxious calls from reps that say “I have been meeting with a great prospect. They have had nothing but positive things to say every time we talk but we can’t get a response to our proposal. What can we do?” The answer, probably not much. Why? Because the early stages of your […]

Ultimate Sales Exec Riddle: You have just been hired….

What would you do? You were just hired as a sales leader for a company whose sales results have been solidly mediocre in the industry for a long time. The terms of your compensation are as follows: $0 if your results are in the bottom 90% of the industry. $1 million dollars if your results […]

Suspect surfing: Are automations limiting your sales?

Do you have thousands of tasks overdue in your CRM? Do you have thousands or tens of thousands of records in your database and tons of activity flying everywhere but little to show for it. If so, see your doctor and get checked for automationitis. You may be blindly working to workflows and automations and […]

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 rule stated that 60% of your prospecting success would come simply by hitting the right targets, 30% will come because you have the right message and 10% will come from all other reasons combined. With […]

Worst Sales Script Phrases to Set Discovery Calls/Sales Appointments

When it comes to scheduling more discovery calls with high-probability buyers, there are a lot of people working very hard and shooting themselves in the foot. It is unfortunate (ridiculous, actually) that someone would invest the time to dial, dial, call, voicemail and email. Then when a potential client who would love to hear about […]

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 thought that meant they were “not interested.” Hilarious. Newbie reps, they are so innocent. When your prospect says “not interested.” The least likely reality of this blow off is that your decision-maker is actually “not […]

6 Keys to Sales Script Cold Call Opening Line

SALES SCRIPT EXAMPLE USED BY COLD CALL DOOR TO DOOR CANVASSERS IS INSTRUCTIVE… as to what NOT to do. Hi, I’m Mike, this is Frank from didn’tgetthename company, we have an alternative to UPS that saves money…. A bad, bad opening cold call line THAT CREATES THE VERY RESPONSE THEY WISH TO AVOID. Read a […]