Call Center Sales
Start Filling Your Pipeline with This Simple Yet Effective 3-Minute Prospecting Tactic – STEP 3
If you’ve been following me on this step-by-step approach to filling your pipeline, you already know how to capture the prospect’s attention and the best answer to the question: “Why meet?” Next, we need to move this total stranger from “this looks interesting” to giving up their most precious resource: time. The best way to…
Read MoreFacing Obstacles to Prospecting? Triple Your Success Rate with This Step-by-Step Approach- STEP 2
If you understand and implement the principles offered in step one, you will get the prospect’s attention. As the suit guy says, “I guarantee it.” Like unexpectedly jumping out from behind a door, there are some predictable things you can do to control eyeballs when facing obstacles to prospecting. The next step is a bit…
Read MoreSales Discovery Questions: Aim at Nothing & You Will Hit It Every Time
You are sitting in a coffee shop, or maybe at your cubicle, prepping for your first prospect meeting with sales discovery questions. (At least I hope you’re prepping). You know you need to learn more about their needs, so you begin thinking about ….what? What do you typically focus on? If you are like most…
Read MoreProspecting: Your Step by Step Guide to 3X Success at Filling Your Pipeline – STEP 1
For the past 25 years, we’ve been studying what I (and most sellers) believe is the most difficult aspect of selling: prospecting. Whether you’re an account manager or biz development rep, hunter or farmer, your income and value are based on the revenue you create. Whether hunting for new accounts or hunting within existing accounts,…
Read MoreSales Training Objectives: Implementing a Successful Sales Program
We’ve recently discussed the biggest pitfalls of sales training objectives, from believing sales program effectiveness relies solely on the front-line to trying to tackle too many deficiencies at once. For this last post, we’re honing in on the last, and maybe the most important, pitfall: The assumption that generic sales training strategy will work for…
Read More2 Ways Sales Training Courses Can Develop Your Sales Management & Reps in 2019
In our last post, 4 Things You Should Consider Before Committing to A Sales Training Program, we recognized a severe pitfall of training initiatives: Focusing on the WHAT vs. the WHY. In this post, we’re uncovering the next pitfall of sales training: what happens after sales training courses. Pitfall 2: Investing more in what happens…
Read More4 Things You Should Consider Before Committing to a Sales Training Program
Here’s an uncomfortable truth: Most sales training initiatives fail to deliver. At a minimum, the ROI is fuzzy, bolstered by only a few anecdotal stories strategically captured to make everyone FEEL a bit better about making the investment. But that doesn’t really help, and what’s worse, it doesn’t give any insight on how to make…
Read MoreNeed Help Prospecting? Here’s What a Sales Rep Would Do to Successfully Close the Deal.
Here’s an idea: What would happen if we learned about our client BEFORE we pitched our solution to them? And we don’t mean what you can find out from their website, but things that you can only learn after a conversation with them. For example, what challenges are currently on their whiteboard. This week on…
Read MoreWhy Are Sales Reps Not Hitting Their Quotas? It Comes Down to Successful Prospecting.
Another year, another failed sales quota. This year marks the fifth year in a row that the percentage of reps hitting their quota have declined — and they don’t look to be changing for the better anytime soon. So, what do reps need to know to meet the new demands in successful prospecting and see positive change? …
Read MoreThe Only Prospecting Sales Strategy You’ll Need This Year
Warning: This article might just help sales leaders and sales reps work together to figure out the value that your company can bring to your customers. Proceed this prospecting sales strategy blog with caution! Working as a marketing executive for the last ten years, I have literally seen thousands of attempts from sales reps to…
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