Sales objectives vs strategy vs tactics: The differences matter
What is your sales team’s 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 the accounts that should have been yours.Opportunities slip […]
B2B Appointment setting: 7 fundamental rules for a successful campaign
Whether you are an appointment setter or a sales manager, you need reasonable expectations. But expectations are built on process, not guesswork. Instead of focusing on scripts, let’s break down the 7 fundamental rules that govern a successful B2B appointment setting campaign. Master these, and you’ll build a system that delivers predictable results. Table of […]
Sales Rebuttals for “Not Interested”: Scripts That Work
Mastering “Not Interested”: The Sales Rebuttals and Scripts That Turn Objections into Opportunities Hearing “I’m not interested” is a daily reality in sales, but it’s not the dead end you think it is. For new reps, it sounds like a final verdict. For seasoned pros, it’s an opening. The problem isn’t the objection itself—it’s the […]
Crafting cold call sales scripts: The first three and 30 seconds.
Fact. People think 10X faster than you can talk. That means while you are yapping, they have time to think, ponder, evaluate, doubt, disagree, and form judgments about what you are saying. If you give them things to think about or doubt, guess what? Their minds will be thinking or doubting and not focusing on […]