How to structure a discovery call with a hot sales prospect

How long does a typical first sales meeting of discovery call last? 30-60 minutes. As a rule we have certain objectives to accomplish, and we only have a certain amount of time. It is reasonable to assume that we will only have 40 minutes to accomplish our objectives. Structure and pace your first meeting to […]

Discovery call and first sales conversations – 10 tips

1. Very easy to rush through beginning phases of a sales call. 2. Very easy to talk about what we want to talk about. 3. Difference between sales efficiency vs sales effectiveness. Sales efficiency: getting in front of the right prospect at the right cost at the right cost. And spending the right amount of […]

Sales Management is Often Self Management. Pick Your Mentors Carefully

If you are serious about managing a lead generation process that consistently spits up qualified opportunities that convert, you have a very important decision to make. The decision? What behaviors are you going to model. Top sales producers have clarity about the behaviors that are most likely to work. Present them with any common scenario […]

Lead Generation B2B ??: Is the Sales Juice Worth the Squeeze?

Sales leaders are in a constant search for a larger number of better qualified leads and more new business. The hunt for a better way, a more effective sales technique, a killer sales script, better meetings, an improved sales process is never ending. So numerous times sales managers and reps are asking themselves “If I […]

B2B Appointment Setting Slump Turnaround

B2B appointment setting is simple but it is not easy. What do you do when you feel you are constantly running into brick walls? Many appointment setters work hard yet get stuck. This 8 minute audio runs through the mental checklist I would use when I was calling and trying to get a new project […]

Key B2B lead generation tools you never heard of

There are two important lead generation tools that you may have overlooked. Not using them, and not using them in the right order, is punching more and more holes in your sales lead bucket. You can try to play whack-a-mole and patch the increasing cascade of leaks one by one, but the momentum is more powerful […]

Cold Calling and B2B Appointment Setting – What’s Changed?

I set my first C-Level B2B Sales Appointment in 1994. The first million-dollar account obtained from one of those appointments changed that same year. Some things that used to get results, don’t today. But, contrary to the throw the baby out with the bath water crowd “all the rules” are not different today. My take […]

Cold Calling Tip: Never Refer to Info Sent When Appointment Setting

Here is a common self-sabotaging lead generation behavior that you can stop immediately. Do not evah (as we say in in Boston) refer to mailing, Emailing or sending something to a prospect when you get them to finally pick up the phone. This is a great example of a sales behavior that at first glance […]

“Save You Money” Sales Script: Sanctuary of the Unprepared

Not sure whether it is due to a gravitational force, personality disorder or mental defect, but there are a lot of salespeople walking around with the mistaken belief that trumpeting “we will save you money” is enough to earn you a next step is your sales process. It isn’t. In fact, let me be a […]

Relating Sales Script Credibility: A new or small business challenge

Dear Scott – just finished reading your “7 Steps .. Appointment Setting” book – excellent book, great ideas but a question. The scripts & discussions in the book re credibility all seem to be based around existing larger businesses and having “big well known” client names to drop in – what if you are a […]