Discovery calls: How to maintain a conversation in motion

Discovery calls are about capturing money in motion. To capture money in motion, you must maintain a conversation in motion. That requires continuity, credibility and closing. CONTINUITY: In order for a phone call or email to turn into a discovery call which flows to more conversations, continuity is required. CREDIBILITY: There is no value found […]

Better sales prospecting not always a help

More leads, more meetings, better qualified leads and meetings. They don’t always help. Why not? Think of your business development process as the links of a chain. Leads First meeting/discovery call Follow-up meetings and interactions Proposal Close If you pump more leads and better-quality leads into your system, yet you are losing too many magnificent […]

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 […]

I used swear words to book a meeting with a whale

Lead generation is a process. At times you can break your rules. But break your rules too often, you don’t have a process. You are winging it and results will plummet. In my early days of cold call appointment setting, I was working for a client who sold employee relocation services. I called very big […]

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 […]

Boost discovery calls quick – 5 things to do

Do you need a sales boost quick? Over many years and many turnaround projects, this is the path most likely to boost qualified discovery calls, and sales, quickly. Fix #1 What’s obstructing results: You/your team are spending too much time with low value or no value suspects. What to do: Profile your best customers. Be […]

B2B Cold Email Sequences for Lead Generation

First, a confession. I never thought I would use cold email for lead generation. But I did, somewhat slowly and reluctantly, and in the first-year generated revenue well into six figures from those cold email leads for an out-of-pocket cost of less than $2,500. I’m going to share with you some of the top lessons […]

Master Core Sales Script Paths Before Preparing for The Lunatic Fringe

Need help getting new BDR’s confident on the phone and using the best scripting? This article offers you a key tip to get BDR’s productive asap and minimize new rep turnover. Common sense tells us your team will not respond well to less common situations unless they first master the most common situations Master your […]

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 […]

Best practices in business, are not…

best practices. If best practices are your goal, the most that will get you is mediocrity. Best practices are the lowest common denominator in business success. A mere stepping stone, to where top producers and growing companies wish to go. If you seek competitive advantage, disproportionate market share or to become the “obvious choice” where […]