The sales leader was stunned by the idea that she was allowed to make her sales team prospect. This was news to her, good news. She was promoted into a role when her manager left, and because he didn't hold the sales team accountable for acquiring new meetings each week, ...
Sales prospecting is essential, but it can be challenging. Surveyed sales professionals even ranked prospecting as more ...
Your internal will become your external. What you believe will manifest in your life, or as Earl Nightingale put it, "We ...
Does cold calling apply in the modern B2B sales development space? Considering that more than half of C-level execs want ...
I was thirteen years old and just starting high school when a friend asked me if I wanted to go to work washing dishes at a ...
Recently someone responded to a LinkedIn post suggesting the most important thing for the salesperson to know is their ...
It isn't easy to be a sales leader or a sales manager. There is an unrelenting need to create new opportunities, win new ...
Three traits seem to speed up success. You might believe these three traits are character traits that cannot be developed, ...
There is a lot of talk about differentiation in sales, and almost every sales organization pursues sales in the same way, ...
There may be nothing worse than churn when it comes to net new revenue growth. The more clients you churn, the more you find ...
Almost three-quarters of Americans consider themselves lifelong learners. Still, in most sales teams, the words “training ...
Stop me if you’ve heard these: “Sales training doesn’t work.” “I’m a natural at sales, I don’t need training.” “Sales ...
What if your team’s cold call close rate could be 10% or higher? With the right B2B cold calling tips and tricks, that ...
Are cold calls your least favorite part of the job? They don’t have to be. What’s the first thing that comes to mind when ...
If the intention of your discovery questions is to elicit a problem so you can sell your "solution," you are not really ...
What’s the difference between saying “we provide” and saying “you can get”? On a cold call, the difference is about a 22% ...
The main outcome of discovery for most salespeople is to identify the client's problem and its impact. The reason the ...
Is your close rate where you want it to be? If not, the problem may be in your phone game. In fact, 86% of prospects aren’t ...
Today we release my fourth book, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly ...
On Tuesday, April 19, 2022, my fourth book, Elite Sales Strategies: A guide to being One Up, Creating Value, and Becoming ...
No one wants to live in the Red Ocean, but if you believe the Blue Ocean is somehow better, look at the short time Netflix ...
