Qualified prospect won’t respond to your proposal – What to do?
I frequently get anxious calls from reps that say “I have been meeting with a great prospect. They have had nothing but positive things to say every time we talk but we can’t get a response to our proposal. What can we do?” The answer, probably not much. Why? Because the early stages of your […]
Why good sales scripts will not save you
Ultimate Sales Exec Riddle: You have just been hired….
What would you do? You were just hired as a sales leader for a company whose sales results have been solidly mediocre in the industry for a long time. The terms of your compensation are as follows: $0 if your results are in the bottom 90% of the industry. $1 million dollars if your results […]
Suspect surfing: Are automations limiting your sales?
Do you have thousands of tasks overdue in your CRM? Do you have thousands or tens of thousands of records in your database and tons of activity flying everywhere but little to show for it. If so, see your doctor and get checked for automationitis. You may be blindly working to workflows and automations and […]
Sales Management Debt: The Trade Offs That Managers Will Pay Back – With Interest
Borrow by taking a quick and easy loan and you get things you want now, no waiting. You pay the loan back — with interest. Often that is good decision making. It’s a trade-off with a price. Sales managers (and sales representatives self-managing) have the option of borrowing to get something now, and pay the […]
Discovery Call Formula of Success: 50/20/20/10
I used to believe in the 60/30/10 rule when it came to be booking sales appointments and discovery calls. That rule stated that 60% of your prospecting success would come simply by hitting the right targets, 30% will come because you have the right message and 10% will come from all other reasons combined. With […]
6 Keys to Sales Script Cold Call Opening Line
SALES SCRIPT EXAMPLE USED BY COLD CALL DOOR TO DOOR CANVASSERS IS INSTRUCTIVE… as to what NOT to do. Hi, I’m Mike, this is Frank from didn’tgetthename company, we have an alternative to UPS that saves money…. A bad, bad opening cold call line THAT CREATES THE VERY RESPONSE THEY WISH TO AVOID. Read a […]
Need to boost sales in rest of 2023? This factor has greatest impact.
Lesson I learned from my days of booking 2,000 appointments. The results I got in any week, had more to do with what I did weeks ago or two months ago, than anything I did that week. What you do today, or this week is only the tip of the iceberg in terms of what […]
16 B2B Cold Calling Contrarian Truths: Get It Right by Knowing What Most Get Wrong
If you or your team excel at setting B2B discovery calls, there are things you know and do, that are not accepted or done, by those working much harder for much less results. These are cold calling contrarian truths, accepted by top peformers, but shrugged off by mediocre and bottom of the pack callers. 1. […]
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. The better question is…do you possess the determination and ability to properly execute the tasks and […]