5 Signs You Should Stop Pursuing a Lead
When it comes to sales, a solid list of leads is a must-have. In this case, a longer list is not always better. Rather, you want a list packed with leads that are highly likely
Telling Stories During a Sales Pitch: Do’s & Don’ts
When it comes to pitching a product or program, salespeople can work with more than just product features and benefit. A clever story that hits prospects on an emotional level can be a valuable sales
How Salespeople Should Ask For a Promotion
Asking for a promotion can be daunting. Any good salesperson knows that good salespeople are tough to come by, so if you’ve been smashing all kinds of records without fail every month, a promotion is
How To Eliminate Price From Your Negotiation Process
When it comes to selling, negotiation is king. It’s an essential part of being a good salesperson. However, negotiating is a craft that’s difficult to master. You need to be mentally prepared to get a
Cold Calling
Have a Name
When you drop in on businesses, you immediately fall into one of two groups: Friend or Foe. There are ways to disarm people’s initial threat assessment of you, to give you time to warm up
5 Voicemail Mistakes You Don’t Know You’re Making
“This is John Smith. Please call me back at your earliest convenience.” That’s a dull message, isn’t it? Unfortunately, many salespeople utter those words every day. What they don’t realize is that their voicemail message
Cold Calling
Scorecard
Sales can be a competitive sport, and just like in any other sport, it is important to track your progress. This is where a sales scorecard comes in handy. A sales scorecard allows you to
What Parenting Taught Me About Sales Management
A few days ago, I was standing in my kitchen, preparing my coffee. My five-year-old son came up to me, tugging at my shirt-tail. “Daddy, Daddy look at this, I drew it!” Perhaps one day,
Cold Calling
Energy Follows Focus
Energy is created or destroyed when you put your focus or attention on it. And so, what you focus on is created in your world. Everyone has the ability to create energy—both positive and negative.
Cold Calling
Do You Have a Sales Buddy?
One way to liven things up on the road is by bringing someone along. When you go into sales calls, you both can evaluate each other’s pitches. Chances are, your buddy will be doing things
