Prospecting One Level Below The Check Writer: The Impact On Closing Ratios

I’m going to share with you a rule of thumb I have used in prospecting I call the 6x rule. The origins of the rule came out of an appointment setting project I did years ago. This project was done for a management consulting company that worked across the United States. They had very strict […]

46 Top Tips to Sell the Meeting. Part 2

12. Eliminate calls to less worthy prospects. At the core of bad prospecting is inadequate (non-existent?) target selection. Dumb, wasteful and can be fixed with just 3-5 hours of effort. “Profile” your current and previous best accounts. Identify clones of those accounts. Call them first. In many organizations multitudes of grade A prospects are not […]

46 Top Tips to Sell the Meeting. Part 3

24. Response to “We are all set,” or “We have a vendor we love.” Two short sample answers. There are longer options. “That’s fine. Does this mean you are never going to look at new options or could you suggest a better time for me to call in the future?” Or, “That’s fine. I don’t […]

46 Tips to Sell the Meeting Part 4

35. The next time you hear the “send me some info” blow off, try this setting sales appointments script example. “You know, I don’t send out general information. The corporate stuff I would send you is just going to tell you what I just told you. We do A, B and C. Get results like […]

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 from people who waste their time. If you say the things the idiots do, your targets will assume you are a time-waster and you are toast. Don’t act and talk like most others. Be different. […]

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 to an old coaching client, someone I worked with about 4 years ago. First of all, he said to me “Scott, we did get 20 % – 30% better at prospecting.” But our big gains […]

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 your competiton. In fact, most of the quantum leaps in productivity and sales success come not from some advanced new better and improved strategy, but from propertly executing sales basics properly. Let me repeat. The […]

Phrases of B2B Prospecting and Appointment Setting Shame

Phrases of shame used in sales prospecting.
How commonly used words self-sabotage your prospecting efforts and snatch defeat from the jaws of sales victory.
Why do people work so hard to call call call to get Ms. Top Decision Maker on the phone… only to do everything they can to chase them away?

Ten Tips To Really Screw Up Prospecting.

If you like to work hard trying to set discovery calls and don’t care about your appointment setting results, this list is for you. Here are some tips for guaranteed sales prospecting frustration. 1. Call a really large list. Make sure it is thousands larger than you can use in the next 3 – 6 […]

Call Reluctance and Cold Call Sales-Beat Avoid Dialing Disorder (ADD)

Four strategies to overcome call reluctance. It takes psychology, discipline and reasonable expectations to make more sales calls when you would rather eat glass than make more calls. Dear Dr. Scott: I don’t know what to do. I am sales professional in a position with great potential. My co-workers are making money. Competitors are making […]