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 […]

For better B2B sales leads, sift, sort and select

Your company needs prospecting results fast. You have no time, money, or inclination to call, mail, email, send ravens, or interact with those less likely to buy. You want to stop doing the lead generation dance with those with mere possibilities of success. You may “know your market” in a more general sense. But that […]

Sell more sales strategy: Leverage the power of “no”

“The difference between successful people and really successful people is that really successful people say no to almost everything.” Warren Buffett “Top producing sales reps are OK with hearing “no” and saying “no.” The rest? Not so much.” Scott Channell “No” is the next to best answer you can get as a sales rep. Not […]

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, […]