Prospecting recon: Take the horse blinders off for high ROI

remove horse blinders to sell more

Or “Why those that think longer term get more short-term results?” Appointment and discovery call setting is a subset of prospecting. Prospecting is a subset of your sales process. You should integrate sales and marketing to work together to achieve best results overall. Those that think of the process of appointment setting as merely about […]

Sales Leaders Don’t Let Sales Teams Call Crap

Friends don’t let friends drive drunk. Sales leaders don’t let sales teams call crap. Leaders can pound the table as hard as they want. They can insist on more calls, more meetings, and more proposals all day long. Leaders can bang the drum for these things very loudly. Reports can measure them. But reality is, […]

Sales Reminders Often More Help Than Sales Instruction

Most sales teams are capable of far greater results without learning one new thing. Most sales managers are sitting on strategies that would jump sales results. Most salespeople are not doing half the things they know must be done to earn to potential. Simply reminding teams, managers and salespeople of things they already know to […]

5 Key Right Now Priorities For Sales Teams

The battle for client acquisition has begun. Those that work effective business growth strategic plans will win. To that sales teams must their sales tactics and behaviors with those strategies, with leveraged focus and action. The amount of client dislocation coming will be unprecedented. The unprepared and the weaker (financially, strategically) will see their account […]

Coming Sales Shakeout: Will You Rise or Regret?

If you own a company, or are a CEO or sales leader, this is a moment of truth. What you do or don’t do NOW, will largely determine where your company or sales team sinks or swims during (and after) this recession. What to do? What are the differences between companies that did not survive, […]

Sales Slowdown: Lessons of the Leaky Bucket

If you are like many (and being honest with yourself,) there are parts of your selling machine that are less than OK. Maybe your scripting is weak, your crm/contact manager is outdated or poorly setup, maybe your list is aged or not well prioritized. Your people could use some training. Bottom line is business has […]

How A Farmer Turned IT CEO Thrived in Recession

How does a business not only survive, but thrive, in times of economic crisis? Here is one story that illustrates how to move forward. Had a client with 25+ outside sales reps and a 5 member inside team. This CEO was a farmer before he was an IT CEO. He told me a story about […]

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. […]

4 Ways To Fall Short Of Sales Potential in 2020

Some salespeople have a mental disorder called BSNT or Bright Shiny New Thing Syndrome. Over and over again, the lure of something “new” that will bring sales riches is tried until it disappoints and is replaced by another new thing. You can lurch from one “things are different today” revelation to another, discover yet another […]

Selecting And Working Toward The Right Goals Drive B2B Prospecting Results

The goals you establish for your appointment setting efforts will drive what you do, how you select records, how you track progress, how many tests you run, how many scripts you try, how often you evaluate results, and how often you make changes. Without clear goals, you are just madly dialing trying to book any […]