Effective networking is the best way to generate leads and improve sales. Follow these 12 easy steps, and you will see an immediate improvement in results. 1. Set a quota for yourself It is easy to find an excuse to not go to a networking event. To help with this, set a quota for [...]
I recently had a sales meeting that a salesperson scheduled with me from a cold call, and it really did not go well, so I thought it would be good to outline some of the key takeaways. Steps leading up to the meeting As the previous blog post mentioned, I thought the salesperson did [...]
I just received a cold call example from a salesperson that led him to schedule an appointment with me. I thought it would be good to break down the call and examine what went well and what did not. Cold Call Example Background I will not mention the company names the cold call was from, but [...]
While struggling with a cold this week, I thought of a company that has a great sales and marketing message, and that is because they focus solely on the pain that they fix. This example that I thought of is NyQuil. Take a quick look at their main tagline: NyQuil: the nighttime sniffling, sneezing, coughing, [...]
Many salespeople use a cold email as a key tool to engage with a sales prospect. We say "cold" in the same way that we refer to a cold call in that you are sending an email to someone with whom you do not have an existing relationship or dialogue. Using email instead of a [...]
When some people think about the act of selling something, they often think that the salesperson is going through a process of convincing the prospect to buy what they have to offer - that they are “talking them into it”. With this frame of mind, the belief is created that the best salespeople are the [...]
“I don’t need to use a cold call script” is what many salespeople say or think when the topic of a cold call script comes up. When someone says this, it is usually because they think scripts are for junior salespeople or for those who work primarily in an inside sales role. But the reality is that [...]
There was a point in my sales career when I sold enterprise software and the message coming down from my management was to have “business conversations” when you are sales prospecting. This was actually a really good directive from the top as what they were saying was to get away with talking about products and [...]
Here are ten sales questions that could immediately improve your sales results. These simple questions can help you extract key details to better qualify prospects, leading to a healthier pipeline of easier-to-close deals. 1. Why are you looking to make a change? If you are talking to a prospect interested in purchasing your products [...]
During my sales career, I had the experience of going through many different sales training programs. There were training programs I had to go through as a new hire, as well as many recurring and annual training programs. Based on my experience, I believe there are five significant gaps in the training that most companies [...]