Cold Calling and B2B Appointment Setting – What’s Changed in 20 Years?

I set my first C-Level B2B Sales Appointment in 1994. The first million-dollar account obtained from one of those appointments changed that same year. Some things that used to get results, don’t today. But, contrary to the throw the baby out with the bath water crowd “all the rules” are not different today. My take […]

Lead Generation ??: Is the Sales Juice Worth the Squeeze?

Sales leaders are in a constant search for a larger number of better qualified leads and more new business. The hunt for a better way, a more effective sales technique, a killer sales script, better meetings, an improved sales process is never ending. So numerous times sales managers and reps are asking themselves “If I […]

Key Sales Prospecting Tools: Binoculars and a Microscope

There are two important lead generation tools that you may have overlooked. Not using them, and not using them in the right order, is punching more and more holes in your sales lead bucket. You can try to play whack-a-mole and patch the increasing cascade of leaks one by one, but the momentum is more powerful […]

Sales Management is Often Self Management. Pick Your Mentors Carefully

If you are serious about managing a lead generation process that consistently spits up qualified opportunities that convert, you have a very important decision to make. The decision? What behaviors are you going to model. Top sales producers have clarity about the behaviors that are most likely to work. Present them with any common scenario […]

B2B Sales Scripts- Team Telephone Techniques Leak Value Without Them

If you have a sales team that generates leads using the telephone and don’t have a solid core sales script path to work from, it is guaranteed that your sales reps are leaking value with every conversation. Value that leads to qualified opportunities and closed deals. To think that your team will be as effective […]

48 Sales Quotes to Motivate Your Sales Team

48 motivational sales quotes to amp up sales results by challenging your sales team to think differently about themselves and their approach to selling. The right quote can resonate with a salesperson to change sales performance. Hope these amp you up and inspire you to whatever level you seek to achieve. “Hire sales people who […]

Your Sales Team: Order Takers or Salespeople? First Clue…

Is your sales team made up of order takers or salespeople? The answer is the difference between growth and profits vs stagnation and decline. Order takers not only cost you accounts but they drive up your costs. As a generalization when team members are only bringing back the low-hanging fruit, these are the accounts that […]

Sales Training and Lead Generation Sales Management: Are You Ready for Results?

Your appointment setting has slowed down. The meetings you do have are more “drive-by’s” than purposeful sales meetings and they are not converting or sales that do result tend to be small. Maybe a few key accounts have moved on or previously reliable sources of good leads have slowed or degraded. Uh oh. Time to […]