Here’s a disruptive truth for you: the receptivity of your audience has more impact on your success than the power of your message.  Think about planting. A seed that lands on concrete doesn’t germinate. If the soil isn’t fertile, the quality of the seed just doesn’t matter. Creating fertile soil always precedes planting. During the…

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  There are a ton of “sales strategies” or “winning strategies”  – but here’s the problem: most sellers only focus on one, or over-focus on one, completely ignoring the others.  When you’re talking to a prospect and they express some interest in your offering, there are different ways (strategies) to approach advancing the sale. We’ll…

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Can you hear me now?   You must remember that ad from a few years ago. Well, I recently upgraded to a new cell phone. It took two trips to the store and two different sales people. When the first salesperson attempted to close with, “Is that the one you think you’d like?” I wasn’t…

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Cold calling. Perhaps the most dreaded aspect of an inside sales reps’ duties. And with COVID-19 keeping us all in WFH mode, most salespeople have essentially taken on that role.  But cold calling doesn’t have to be what it’s reputation has made it. We spend a lot of time nowadays beating the email drum. And…

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Steps one, two and three focused on navigating the obvious barriers to getting more meetings with decision makers. This next step is about addressing perhaps the most ominous challenge – one that’s never verbally communicated but is always present. Step Four: Remove the Tension In almost every interaction between seller and prospect, a certain tension…

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Start Filling Your Pipeline with This Simple Yet Effective 3-Minute Prospecting Tactic

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…

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Facing Obstacles to Prospecting? Triple Your Success Rate with This Step-by-Step Approach

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…

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