7 Rules for Getting Past the Gatekeeper
You’ve driven across town for a sales meeting, only to find the receptionist catching up on the latest issue of US Weekly while Dr. Jones is tied up. Now what? We’ve all been there –
How to Reverse Engineer Sales Referrals
2.4 million: the number of brand-related conversations in the US each day. The question: Are they talking about you? Referrals are the number one marketing tool for any company relying on new business. In fact,
3 Tips For Tracking Door To Door Sales
Is door to door selling dead? Not by a long shot. In fact, this sales tactic is growing. From 2013 to 2014, U.S. retail sales in the direct selling channel increased 5.5%, bringing in an
3 Insights You’re Missing From Your Sales Reports
Sales reports: Everyone “should” do them but are they really that important? Are these reports worth the time they take from salespeople who could be selling rather than working on a spreadsheet? The short answer: Yes. These
Checklist for Planning Your Salesperson’s First Day
You’ve just hired a new sales rep. You’ve looked through resumes, had interviews, and picked the right person. Now, what’s next? You want to make sure your new salesperson has a great start on their
3 Ways Sales Reps Can Maximize Time Between Meetings
After twenty five years of sales, I’ve noticed one thing: sales people do a terrible job of scheduling client meetings. They waste time scheduling back-to-back clients across town from each other or trying to get
3 Effective Ways to Nurture B2B Sales Leads
Staying on a prospect’s radar can be tough for salespeople. People change jobs more often now, and that means they switch from being leads, gatekeepers, buyers, or decision makers. Salespeople often don’t even know who
How Cold Showers Help Cold Calls
Got cold feet about your next round of cold calls? You’re not alone. Call reluctance can happen to any salesperson, whether you’ve been on the job for two weeks or two decades. Cold call anxiety
5 Ways to Quickly Qualify Prospects
Having a steady flow of prospects who interact with you, and hopefully become customers, promotes your company’s long-term profitability. To do that, you need reliable methods for qualifying prospects. And not all of them are created equal.
No More No-Shows: 4 Tips for Confirming Sales Appointments
Do your sales appointments often turn into phone meetings, re-schedules or even cancellations? It may be time to make how and when you confirm appointments a sales tool instead of a sales hurdle. Timing really
Free eBook
Grab our FREE 28-page guide, How to Master the Sales Call.
This guide outlines the 5 problems every salesperson encounters and how to overcome them.
