Sales Management / Sales Tips

Be Brief, Be Brilliant, Be Gone: A Lesson In Sales Cold Call Training

The busier the prospect, the better the prospect they are. I’ve spent most of my career owning business-to-business call centers and teaching people the tricks of the cold-calling trade. And we find this to be true across the board. If you’re finding the right prospects, they won't have much time to talk to you. It’s not that they hate cold calls — they just don’t have time to waste. So you need to be brief, be brilliant, and then be gone. Know Your Purpose…

0 Comments
December 5, 2017
Sales Tips

Cold Calling Anxiety? These 6 Tips Will Help You Overcome Your Fear

Nobody likes to be told no. We didn’t like it when we were three years old, and we don’t like it now.But what happens on cold calls? We get told no. So we avoid cold calls and drop-ins to save ourselves from the rejection. But at what cost?1. Understand That Rejection Is Better Than AvoidanceIn reality, what’s the worst thing that can happen on a cold call? They say no. So don’t sweat it. It’s not that bad. You probably…

0 Comments
October 24, 2017
Sales Tips

How to Prospect Smarter and Bring in More Sales Leads

The key to smart sales prospecting can be summed up in two easy steps. Do it. Follow up. And get both down to a science. But don’t worry — we won’t leave you to figure out the details on your own. With these three techniques for how to prospect smarter, you’ll see just how many people you need to reach to hit your goals and what to do once you’ve made contact. 1. Work Backwards You’ve got dinner plans across…

0 Comments
October 10, 2017
Sales Management

The Average Salesperson Wastes 2 Hours a Day — Here’s Why

We’ve all experienced decision fatigue — when we’ve made so many decisions we can’t make one more. But we’re exhausting ourselves on the wrong decisions, namely, figuring out who to call. If we eliminate all those choices about who to call, we’ll be able to focus our thinking on more important tasks during the day. So how do you get that decision off your plate? First, you need a central place to store your previous contacts. Most people don’t have an easy…

0 Comments
February 7, 2017
Sales Tips

Sales Pitch Template: How to Create a Cold Calling Script

Every journey requires a good map, whether you go old-school with the folded guide, or just download an app. Your sales journey is no exception. It starts with a cold call – and you don’t want to make it unguided. A cold-calling script provides direction – for both objections and recurring situations. It's also a system that gives unity to the organization so your salespeople are on the same page. You don’t need a separate script for every person. Rather,…

0 Comments
July 12, 2016
Sales Tips

How to Build Trust Over the Phone with Cold Prospects

We’ve all answered a cold call, but how many times have these interactions won us over? Much of our cold call reluctance comes from how few of these calls actually convince us to buy. I like to use the calls I receive to improve my own cold calling strategies. What made me stay on the line? Which strategy did they use that worked? In each situation where I became a customer, I’ve found that the salesperson used three tactics to…

0 Comments
December 15, 2015
Management Tips / Sales Tips

4 Tasks Your Salespeople Hate (And How to Automate Them)

Let’s be honest: If you’re a high performance sales person, you’re probably not going to do sales activity reports. You want to spend your time selling, not reporting about it. And if you haven't been productive, you’ll probably just make up the info so you don’t look bad. Managers, you expect your sales team to be out making sales, yet you can't inspect that with a weekly sales report. And you know there’s not much you can do to help…

0 Comments
October 13, 2015
Sales Tips

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 is inconvenient, but it’s not permanent. According to YouTube channel “The Art of Manliness,” your call reluctance is nothing a cold shower can’t fix.Take a look:Cold showers have benefits men have known about for centuries. The ancient Greeks, Romans, and Russians all bathed in cold water…

0 Comments
April 16, 2015
Sales Tips

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, making just a few adjustments in daily habits can mean the difference between doing alright and doing ridiculously awesome. If you were to take a close look at a day (or week) in the life of a successful salesperson, here’s what you’d see: Monday –…

0 Comments
November 18, 2014
Management Tips / Sales Tips

The 1 Secret Tool Your Sales Team Can’t Succeed Without

A crack sales team of seasoned professionals securing millions of dollars worth of sales. It’s a business owner’s dream. On the surface, it may seem like building a great sales team takes the skills of a well-practiced human resources professional. But that’s only partly true. The other critical factor that will dictate your team’s success is the quality of sales materials. The topic may seem unglamorous, but the tools you put into the hands of your salespeople do make an…

0 Comments
July 29, 2014