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 […]
Getting Through the Gatekeeper? When B2B Appointment Setting Don’t Try It Until…
“You have to get by the gatekeeper,” say many. (But they are usually the ones banging their heads against the wall.) Why this “truism” amounts to self-sabotage… and what to do instead. It happened again. I was presenting to a sales team that needs to meet with many more select decision-makers. Great company and great […]
Top 11 “Cost You Money” Sales Prospecting Practices That Rob You of New Accounts
How many double-shoveling, swim-with-weights-on, time-wasting, inefficient, ineffective practices are built into your sales day? Being busy is not a clue that you are on a path to reach your goals. If your efforts aren’t generating numbers, which indicate you are on the road to success – what exactly are you busy doing? Your unwillingness to […]
8 Gatekeeper Leveraging Tips for B2B Appointment Setting
Gatekeeper realities & strategies. How to work around, over and through gatekeepers to have conversations with top decision-makers? The last few weeks as I have been working with individuals, companies and call centers, a very common theme of questions has centered around how best to deal with gatekeepers. Here are 8 tips. 1. Never be […]
7 Common Sales and Marketing Mistakes You Can Avoid
MISTAKE #1. The belief that the “right information” will make a difference. Not having the right information is rarely the biggest obstacle to improving sales results. Telling people the right things to do rarely gets results. Insights from selling masters are available easily and cheaply in books and tapes. We have all attended presentations full […]
Plan “B”: Part 2. Where Appointment Setting: Where Most of the Economic Value of Sales Prospecting is Found.
WHERE MOST OF THE ECONOMIC VALUE OF SALES PROSPECTING IS TO BE FOUND…AND SIX WAYS YOU CAN TAP IT. Plan “B”. What is it and why is having one and properly implementing it so critical to capturing the highest return on your investment on your sales prospecting and appointment setting efforts. Well… because of these […]
Five cold cruel realities of sales prospecting. Why you need to follow-up.
Here are five cold cruel realities of sales prospecting. 1. Most prospects will turn you down. 2. With “major sales,” the odds of initially contacting someone at exactly the right time is low. 3. Most costs are up front. Most of the profits are in that group that doesn’t immediately agree to meet. 4. Most […]
Appointment Setting Call Process: Why “More Calls” is Rarely Enough
MORE CALLS IS RARELY ENOUGH TO JUMP START SALES PROSPECTING APPOINTMENTS. Walking faster does not get you to your destination sooner if you are on the wrong road. Prospecting for sales appointments. It’s all about making enough calls. A “numbers game”, right? Well… If you believe that, here’s a phrase to memorize. “Can I supersize […]
Appointment Setting Objection Responses: Six Concepts You Must Grasp
SIX CONCEPTS YOU HAVE TO GRASP WHEN RESPONDING TO OBJECTIONS: WHAT YOU HAVE TO KNOW BEFORE YOU HEAR “SEND ME SOME INFO”, “WE ARE ALL SET”, “CALL ME BACK”, “I WILL MEET WITH YOU BUT CALL ME IN SIX WEEKS”, “TELL ME WHAT YOU DO” AND “I GET 20 CALLS LIKE THIS A DAY”. Let’s […]
Prospecting One Level Below The Check Writer: The Impact On Closing Ratios
Would you choose to work 50% harder to get a meeting if you knew you were 6X more likely to get a close? I’m going to share with you a rule of thumb I have used in high level prospecting I call the 6x rule. The origins of the rule came out of an appointment […]