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 Maybe your scripting is weak, your crm/contact manager is outdated or poorly setup, maybe your list is aged or not well prioritized.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 […]

Half Of Lead Generation Success Is 90% Mental

Sales Prospecting. Appointment setting B2B. Trying to scale and get your sales team more productive? Thinking right gets you most of the way there before you make a call, write a script, or leave a voicemail. An effective sales leader, or a top 10% sales rep, typically can conceptualize the big picture and understand the […]

Prospecting Words To Ban, Words to Demand

Ya, but You want your team to know and use the behaviors that are most likely to move them toward their goal in every situation. You need your team to work in the high-probability zone. Top performers are knowledgeable about and talk about behaviors, actions, words, scripts, which are the best to use in typical […]