Sales Tips

What’s Holding You Back From Getting More Referrals?

I’ve got some groundbreaking news for you. If you don’t ask for referrals, you’ll never get any. Have you ever seen the guys walking down the street with some unimaginably beautiful girl and sat there thinking “Wow. This guy is seriously punching above his weight…” Guess how that happened? He asked. There’s really nothing to lose when asking for a referral. If you’re concerned it might damage the relationship, it’s likely you haven’t set the stage and built sufficient rapport…

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August 6, 2022
Sales Tips

5 Tips to Reconnect With Unresponsive Sales Prospects

Getting dumped feels awful. And salespeople deal with this feeling more than most. When a lead stops responding, it can feel like your whole world stops. You’ve been nurturing this sales relationship for months, and now it’s over. Or is it? If a sales lead stops communicating with you, they doesn't mean they "broke up" with you — they just went dark. Now, it’s time to work on a plan and exercise a little creativity in reconnecting. How to Reconnect…

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August 28, 2018
Sales Tips

How to Quickly Get Over Sales Rejection and Get Back to Prospecting

No one enjoys rejection. When people don’t want what you’re selling, it can feel personal — as if they don’t like you, even though it’s about the product. Rejection happens. There’s no use pretending it doesn’t. If you’re in sales, you’ve been rejected and you will be again. But once you learn how to get over sales rejection, you’ll find that hearing no doesn’t have to stop your forward progress. With these six tips, you can move on and keep doing what…

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March 20, 2018
Sales Tips

How Much Time Should You Spend Prospecting Sales?

My first sales job was prospecting… exclusively. All day, every day I looked for new clients. Maybe this sounds miserable to some of you, but it gave me an advantage in the long run. Where most people have a lot of different jobs competing for their time, prospecting sales was my only focus. I came away with some great insights that a lot of people never learn. Even though some people avoid prospecting in sales, it’s vital to sales success.…

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January 30, 2018
Read more about the article Sales Funnel Management: Close More Deals by Eliminating the Noise
Sales Tips

Sales Funnel Management: Close More Deals by Eliminating the Noise

If you’re looking to move your prospects from possibility to purchase, it’s time to reexamine your sales funnel management. At the top of this metaphorical funnel are any people who could potentially buy. Then, as they move closer to being a client, they move down the funnel. But how does this funnel really help the sales process? It works toward two advantages. 1. Planning Your Sales Steps Figuring out where people are in this process helps you manage your sales…

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November 21, 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…

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October 10, 2017
Sales Management

Your Salespeople Hate Using Your CRM – How to Change Their Minds

CRMs started off on the wrong foot. When they first came out, they were isolated to a desktop and not user friendly. Back then, laptops, WiFi, and smartphones weren’t around to allow mobile access to data. So the outside salesperson was forced to go back to the office to enter information. And the CRM became a ball and chain. Salespeople who’ve been in the business a while have witnessed the evolution of the CRM firsthand. Some now appreciate it, but…

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February 28, 2017
Sales Tips

The Salesperson’s Guide to Using Texting for Sales Prospecting

Did you know it took the US about seven years longer than Europe to catch onto texting? It gained momentum in Europe in 2001, and quickly became a popular alternative to calls. But in the US, text messaging didn’t take off until 2008. With the growing popularity of the smartphone, namely the iPhone, texting skyrocketed. Today, texting is the #1 used app on the smartphone worldwide. In fact, no one even thinks of it as an "app". It’s not a…

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February 21, 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…

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February 7, 2017
Sales Tips

Follow-Up Emails: When Should You Stop Pursuing a Prospective Client?

Any good salesperson knows they have to follow up to get a response. Only 2% of sales occur at the first meeting, and if you didn’t follow up with prospects persistently you’d never meet your sales goals. But when should you stop pursuing a client? How do you know if it’s time to move on? Spoiler alert: it’s probably not. Before You Call It Quits Remember, buying decisions are event-based. Whether it’s pain points or circumstances, the conditions have to be…

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July 5, 2016