Read more about the article Intro to Cold Calling
Cold Calling

Intro to Cold Calling

https://youtu.be/YVoVI9YJU0M Welcome to a short series on Cold Calls. The kind you do, by knocking on doors, and speaking face to face. The psychological aspect for some people can be the hardest part. In this series, we will guide you to becoming more resilient, and successful in this wild world of Cold Calling. Cold calling is an important skill for sales people because it allows them to reach out to potential customers who may not be expecting a sales pitch.…

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December 27, 2021
Sales Tips

Medical Device Reps: The One Thing to Focus on That Makes All the Difference

Doctors are bombarded with medical equipment sales. To the physician, all the pitches sound the same. Sure, they might have personal preferences — just like some of us prefer Fords and others only buy Chevys. They know there are strict regulations ensuring their DME is diagnostically sound. Maybe some features make your product a notch above the rest, but the equipment is overall very similar. What makes the difference? No, it’s not the equipment itself. No, it’s not the quality…

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February 5, 2019
Read more about the article The Breakthrough Way to Make Sure No Lead Gets Left Behind
Sales Tips

The Breakthrough Way to Make Sure No Lead Gets Left Behind

When I was a sales manager, I was ready to close the biggest deal of my life. I met this guy, we clicked, and our products were a great fit. He told me, “Clayton, I really like you and what you’re offering. We are a perfect fit. I’m going to be your biggest customer and your best customer forever — but I need six months.” So I bought a big bottle of champagne, put it in my desk drawer, and waited…

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January 22, 2019
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

What You Can Learn About Sales Hustle From an 8-Year-Old

Eight-year-olds think they know everything. Trust me — I’ve got one. They think they understand how life works and they don’t want help from anyone. Now, as the adult, I can easily look at a situation and see the problems. But, if I ask my daughter, “Hey, can I help you with that?” or “Why don’t you try this instead?” the answer is a quick and determined, “NO!” See, kids like to figure things out on their own — and so…

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August 14, 2018
Sales Tips

The #1 Conversation You Should Never Have With a “Non-Decision Maker”

Some people could be professional time-wasters. You know the kind. They piddle, browse, and fidget their days away. But although we know some of the obvious wastes of time (like drifting into the social media vortex), other time-sucks come disguised. Want to know a great waste of time? Trying to close deals with non-decision makers. This is a classic hamster-on-a-wheel scenario. You’re working your tail off, but without the decision maker, the deal won’t go anywhere. Trying to close a deal with…

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August 7, 2018
Sales Tips

7 Conversations You Should Never Have With a Prospect via Email

Email is easy. But easy isn’t always best. People try to send emails instead of having conversations all the time. Sometimes it works. But in these seven situations, it just doesn’t. Even if you’re tempted, don’t have these conversations via email. It’s time to pick up the phone. 1. Anything that starts with “Just” I was just emailing… I'm just following up… Just checking in… Just dropping a note… NOPE. Call them instead. When you’re speaking with someone, you can…

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June 26, 2018
Sales Tips

How to Create a Sense of Urgency in Your Sales Team

As an employee, it’s always nice to hear, “It’s okay. Just wait until tomorrow…” But if you want to build a winning sales team as a sales manager, you need to build a sense of urgency. You need your sales team to get excited, to crave a win today, and to move on leads quickly. And as their manager, you have to lead the charge. It’s your job to instill a sense of immediacy. You’re the one who emphasizes the importance…

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June 19, 2018
Sales Tips

11 Essentials to Have With You in the Sales Field

With a few outside sales essentials, you can stand out. We've all seen the frumpy sales guy come into a meeting fumbling through his stuff. His pen doesn’t work, he’s scattered, and his breath stinks. Don’t be that guy. You want to be the guy who walks into a meeting cool and calm. You know your stuff and you’ve got the right stuff. Here’s what you’ll need: A Mobile Device A mobile device is a must. Have it charged and…

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June 12, 2018
Sales Tips

5 Must-Have Elements of a Winning Sales Proposal

Sales proposals aren’t magic. They won’t make your reluctant prospect suddenly say yes. They won’t save a bad deal. They’re not the secret ingredient to your recipe for success. But sales proposals are essential. They may not seal the deal, but you can’t seal a deal without them. When a potential client is ready to move to the next step, you’ll need a proposal to communicate your quote and provide another reason to follow up. The Must-Have Elements of A…

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June 5, 2018