A few weeks ago I received an email from a first time salesperson struggling to make appointments. Her problems are many, starting with the fact that she has no sales training and no sales manager. Her question was on how to get better, and I…Continue Reading
Maybe your largest client gets plenty of attention. Maybe they demand plenty of attention.
Call three contacts at your largest client this week to thank them for their trust.
2. Call a Client to Schedule…Continue Reading
Last night at an event, I met a couple of people involved in sales who, when they discovered what I do, asked me about how they could improve their sales. When I asked them about the challenges they faced, I heard answers that indicated to me that…Continue Reading
Lots of technologies can help you produce better sales results.
What if I could offer you a technology that would double your sales results? What if this technology could, if used, double your personal productivity? What if this technology could…Continue Reading
There are all kinds of ideas about how you should open a sales call. Some people believe that you need to build rapport before you focus on the purpose of your call. Others believe that you should save the rapport building until the end of the…Continue Reading
There is nothing more helpful to coaching big deals than a full strategic opportunity review. Spending the time to analyze the prospect’s decision-criteria, to review how you create value for the prospect, and to review the areas where your…Continue Reading