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
What Sales & Marketing Teams Can Learn From The Air Force
For as long as businesses have been marketing and selling, the sales and marketing departments have been at odds. The struggle for power and recognition is ongoing and completely counterproductive, and sometimes an outright battle.
7 Ways to Lose a Sale
After 20 years and 10,000 deals, I’ve seen some great attempts at closing a sale. I’ve also seen some very bad ones. Of course, those bad attempts resulted in losing the sale. But many times
4 Tips for the Introverted Salesperson
If you’re a struggling salesperson, it’s easy to think that great salespeople must’ve been born that way, not made. But nothing could be further from the truth. Sure, some people just have “that thing” that
A Day in the Life of a Successful Salesperson
There’s an easy way to identify a successful salesperson: Shadow them for a day and learn about their routine. Because what sets the most successful salespeople apart is the consistency of their daily routine. Often,
The 4 Biggest Mistakes A Sales Manager Can Make
There are mistakes a sales manager can make, and then there are the biggest mistakes a sales manager can make. Check out these four costly, and sometimes irreparable, mistakes and then do your best to avoid
The Pocket Follow-Up Formula: Improve Follow-Up Success
What if I told you there’s a secret to sales lead success that’s as easy as 1-2-3? Would you believe me if I said the secret lies in… business cards? You may not see the
5 Things Your Sales Script Should (and Shouldn’t) Include
Sales scripts have been a mainstay for as long as people have been hocking goods on street corners and from wooden carts. Why do they still work today? Because human nature never changes. Essentially, a
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