More leads, more meetings, better qualified leads and meetings. They don’t always help. Why not? Think of your business development process as the links of a chain. Leads First meeting/discovery call Follow-up meetings and interactions Proposal Close If you pump more leads and better-quality leads into your system, yet you are losing too many magnificent […]
Do you need a sales boost quick? Over many years and many turnaround projects, this is the path most likely to boost qualified discovery calls, and sales, quickly. Fix #1 What’s obstructing results: You/your team are spending too much time with low value or no value suspects. What to do: Profile your best customers. Be […]
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?
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 experience and working with sales teams over many years, has identified several problems with sales scripts that prevent them from being as effective as they could be. Thought it would be helpful to provide a […]
If you or your team excel at setting B2B discovery calls, there are things you know and do, that are not accepted or done, by those working much harder for much less results. These are cold calling contrarian truths, accepted by top peformers, but shrugged off by mediocre and bottom of the pack callers. 1. […]
How an IT sales guy increased prospecting results 5X in 3 months with the economy tanking. Three tips I gave him to get even more results. Russ from Georgia calls me. Sells IT services. Very competitive, commonly perceived to be “generic” in the eyes of prospects. So, no easy task to stand out and find […]
Nothing quickens the heart… and stimulates sales, better than a flurry of meetings with qualified prospects. There is no greater torture than to stare at an empty calendar with the belief that making a call or sending yet another email is the equivalent of waterboarding yourself. How do people turn it around? When you are […]
Setting appointments and discovery calls is about ultimately closing sales. Your prospecting efforts are one part of an overall process that generates new business cost-effectively. People who have no needs, no money or no time will be annoyed and bothered regardless of what you do. Their feelings are irrelevant. Your objective – your sole objective […]
When seeking to set a sales appointment or discovery call, should you research a company before you call or send an email? Let’s answer that question 3 ways. https://s3.amazonaws.com/scottchannell/Researching_myth.mp4 Now you may be thinking, well, uh, scott, isn’t it a good idea to research a company a bit so that you can communicate that you […]
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 […]