Don’t Make Your Prospect Pick a Meeting
At the end of the day, you want to make things as easy as possible for the prospect, not turn them into your admin. Last week I received an email from a very friendly
Welcome to the Sales Gravy blog, where salespeople and sales leaders get better every week. We publish new sales training articles and podcast episodes three times a week, covering prospecting, cold calling, objections, negotiation, and leadership, written by Jeb Blount and the Sales Gravy trainer team.
At the end of the day, you want to make things as easy as possible for the prospect, not turn them into your admin. Last week I received an email from a very friendly
Stop calling, stop emailing, stop begging for one more meeting and stop acting desperate. Dump them and move on. Instead of chasing prospects who don’t want to be caught, invest you time in prospects
Choosing which one to employ depends on what you’re trying to accomplish. Once you’ve made that determination, the decision is easy. I frequently recommend using lead generation, and then in the next breath mention
Too often we get so focused on what we produce or deliver, that everyone in the company loses sight of the real value of the product or service. Aligning everyone in the company to answer one question can
During business hours, unplug the automated answering system. Answer phones the old-fashioned way. Consumer frustration with automated telephone systems, call screening, and poor telephone skills are at an all-time high. So high, in fact,
Your team wants to feel the energy and belief, as a Sales Leader work on this emotional transfer. Being a leader and having vision and communicating emotional is a Critical Success Factor in Sales
If no one opens your emails, then you have a problem! Use these strategies to turn your email campaign results around and generate higher quality leads. Even if you have a clean lead generation email
What you’re trying to do is isolate and uncover what the objection or stall is going to be at the end so you can position yourself to deal with it and advance the sale.
The most powerful question you can ask yourself is simply, “What is standing between you and a much bigger business?” There is one question I ask every single business owner that I meet. That one
Companies are stressing just setting an appointment with anyone who will listen, and then relying on the presentation being so strong that anyone with half a brain would jump all over it and buy.
The only asset you have that is in limited supply is your own time. When a slow customer takes up too much of it, you lose. The time you’re spending with them is preventing
Just like salespeople create a daily action plan for sales, salespeople should plan to prospect. Set the goal – what outcome is desired from prospecting? Be sure the goal is “SMART” – Specific, Measurable,