LinkedIn recommendations and endorsements can serve as much-deserved praise for the skills, expertise, and abilities you do have. Are you cheating about your skills? If you’re active on LinkedIn (and what sales professional isn’t at this point), you’ve probably received…
Sales experience is virtuous if you ever hope to have an executive level job. There’s a persistent perception that sales is a “last resort” job. I don’t know where it comes from, but you hear people say, “I’m just a…
Pretending is not necessary. Your value is obvious from the first sentence of your email and your prospects will want to respond and talk with you. Use your real value proposition and a genuine approach and you’ll see your email…
People are in "holiday mode" and many businesses are in a holding pattern, waiting for budgets to be released in the New Year. These ideas should give you enough to keep you busy in December and spring-loaded for a fast…
Achieving "unachievable" revenue goals If there’s a universal truth in sales, it’s that the start of a new year means everything starts over. Whether you had a terrific year or not, whether you create your own goals or they’re handed…
Knowing the number of leads you need to achieve your revenue goal helps you determine what your lead generation strategy needs to be, too. It’ll be easy for you to figure out what you need to do every week, month…
In order for a goal to motivate you to work, you really have to want it; and only you really know what you want. What do your sales goals for the coming year look like? The most successful sellers…
Hank’s emails needed an extreme makeover to draw his message out and grab his prospects’ attention. As Hank changed his approach, he suddenly saw an increase in responses. Within one week, he’d secured an appointment for a $187,000 opportunity with…
When you take the time to write a personalized letter, you’ll be surprised by the response. The company president will not only take your call, he may even reach out to you to thank you for acknowledging his company’s accomplishments.…
Leave a voicemail? Don’t leave a voicemail? This is a question that sellers are passionate about. Many suggest not, but isn’t that a missed opportunity?I always leave a message because how else will they know that you want to speak…
I find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because they’re interested in your topic. You get to share your perspectives and recommendations, highlighting yourself as an…
Call me a referral snob if you will, but if we’re going to ask for referrals, spend precious time following up on them, and then work them with due diligence, don’t we deserve to get only the very best…
