Sales Objectives vs Strategy vs Tactics: What’s The Difference? Why It Matters.
What is your sales team objective? Strategy? Tactics? Do you know the difference between the three and does it matter? Yes, because without clear objectives and the right strategy, sales leaders focus on tactics. When that happens, you lose focus. You do not get the results or all the accounts that should have been yours. […]
“Send Me Some Information” Response Wimp Test.
SAMPLE BEST RESPONSE TO THE ” JUST SEND ME SOME INFORMATION” SALES OBJECTION IS BELOW. IF YOUR OBJECTION RESPONSE TO “SEND ME SOME INFO” IS OFTEN “UM, OK” YOU ARE AN OFFICIAL WIMP. Here is what you can do about it. On the list of top sales objections, this may be the most common one […]
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 […]
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 […]
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 Your Appointment Setting System Is Not Working, What Do You Do? 3 Core Reasons For Poor Results.
What if you or your team are smiling, dialing, emailing, leaving messages, working hard and yet, too few sales appointments and discovery calls are being set. What do you do. Let me share with you my 3 step process for getting an appointment setting program on track. Three Core Reasons For Poor Results 1. The […]
B2B Appointments: Qualified Sales Leads Metrics to Set Your Expectations
What are some basic rules of thumb for time invested in a B2B appointment setting campaign? Whether you are the appointment setter or the the manager of a b2b sales team, particularly an inside sales team, you need to have a reasonable grasp of the following metrics. Your numbers must make sense, otherwise your lead […]