When your rolodex stops delivering qualified prospects & new business, it’s time to…
reach out to strangers. Yikes!! What do you do when your warm market… friends, colleagues, word of mouth and referrals, slow down? When that happens, you don’t get the growth or new accounts you need. You have to learn to prospect and sell to people/companies that look just like great clients, but don’t know you […]
Tough Times and Sales Shakeouts: 9 steps to outperform competitiors
If you own a company, or are a CEO or sales leader, there are certain moments of truth. During such moments, what you do or don’t do NOW, will largely determine where your company or sales team sinks or swims. What are the differences between the companies that did not survive or survived weaker during […]
Do sales right, right now. Be willing to get uncomfortable.
The #1 reason why sales reps are performing below potential… … an unwillingness to face uncomfortable truths. There can be no sales improvement without discomfort. Top performing reps and organizations want to get to the truth, right now. One of the top distinctions I have noticed about top performing organizations and individuals, is how open […]
Call Lists: How to Create a Highly Targeted Sales Prospecting List to Clone Your Best Accounts
How do you select the proper targets for your lead generation campaign? You better know the answer to that question and get it right. If you don’t, no matter what else you do correctly, you are sure to fail. That is correct. You can have killer scripts, a superior offering, be working an efficient and effective […]
Don’t let short-term discomfort block progress
The enemy of improved business development is usually not more information or new fresh strategies (give me a break.) The real enemy of improvements that would increase your sales volume, revenue, profits and commissions is a 6-letter word: change. If you are a CEO, Sales VP or Biz Dev leader, you have an increased and […]
Avoiding sales mistakes and knucklehead land.
Loyal reader Connor dropped me a note about how he enjoyed hearing stories, reasons and evidence for not being another knucklehead while experiencing the monotony, frustration and euphoria of high-level prospecting, and conveying this to other reps. Thanks Connor. I try to be hard on concepts but kind to people. Why do I refer to […]
Sales win preconditions: Will to win is worthless, without…
“The key is not the will to win. Everybody has that. It is the will to prepare to win that is important.” ― Bobby Knight In sales, the will to win plus a cup of coffee is worth about $2. Without proper preparation to win, the will to win the sales wars is shallow, weak, and […]
My most successful appointment setting b2b prospecting project
3,022 meetings is a lot of meetings. 85% of them were with C-level execs and the show rate was 87%. These meetings fueled growth and an eventual purchase of the company for an out of the park price. But let’s focus on the meetings and the four most important factors that fueled it. (You can […]
Sell with a backbone, not a wishbone.
Whether you are winning at sales, stuck at average, or falling far short of your goals, who is always at the scene of the crime? You are. To improve, ask yourself this question: Am I selling with a backbone or a wishbone? A 3rd bone, your jawbone, may be required to move up the performance […]
Missing Great Prospects By An Inch or a Mile?
Hi this is Scott Channell and I have a question for you. Are you missing out on great prospects by an inch or a mile? Lets review two scenarios. You are prospecting for discovery calls with qualified prospects from a great list. You hear Hello and deliver the words you feel a great prospect would […]