Why outside sales closers don’t focus on closing

An observation from the sales minefields… salespeople and sales managers that make “closing” a super priority talk to too many prospects that will not buy, or will buy too little or buy at too small a profit margin. Salespeople and sales managers that have a steady stream of qualified desired prospects that buy a lot […]

Benefit from an Email sequence when cold calling

True story. How a $500,000 account closed because of a stupid simple follow-up email sequence from a cold call. The result was not typical, but you can boost results using this strategy. A coaching client I worked with called me from his car, having just left a client meeting. “Scott, that Email follow-up system we set […]

B2B appointment setting turnaround strategy examples

Bold Action Can Instantly Boost Appointment Setting Results and Outside Sales Commissions. Whatever you do in sales, you do at the expense of something else. When you choose to prospect a group of companies, you choose to call them rather than call others. When you choose to continue to call upon an account without progress […]

Is your sales outreach chasing dimes or dollars?

POSITIONING YOURSELF TO CHASE DOLLARS RATHER THAN DIMES: HOW TO GET OFF THE SHORT TERM SALE TREADMILL More profitable higher margin consistent revenue type accounts are different. They are typically harder to get into, take longer to close and require different tools and strategies to nurture and close. These accounts are worth dollars. Those who […]

Is Your Outside Sales Environment Moving On Without You?

Sales Representatives Can Get Caught in a Difficult Trap Company is sold, merged or closes division/location. Major mainstay account is lost. Competitor offerings are enticing your prospects. Close rates are declining. A critical lead source fades. Established relationships and warm market are not generating sufficient revenue and your earnings. Scripts and call process that used […]

Your sales outcomes: Due to probability or randomness?

Heavy topic today but important questions to ask yourself. What % of your sales results are because of probability? What % of your sales results arise from randomness? Sales randomness is a result outside of what you expect or, due to luck, serendipity. Sales probability is a fairly predictable long-term pattern that can be relied […]