Your quota doesn’t take a summer vacation, so your pipeline-building efforts can’t afford to either. This is a reality check. Summer is coming fast, and if you don’t get your pipeline positioned for success
Here’s a hard truth most salespeople never hear: The most dangerous thing you can do is think like an employee. On this week’s episode of the Sales Gravy Podcast, business consultant for entrepreneurs David
Tyler Goss, from Tampa, has two critical sales questions: 1) How do we achieve those “crazy” prospecting numbers I talk about in my books? 2) When should a lead become a pipeline opportunity? In
Fear will kill sales and crush your chances of making quota. Hesitation, paralysis, and missed connections with prospects—that’s the consequence of fear. The truly trapped stop picking up the phone entirely. Fear hijacks your
During a practice round at a major golf tournament recently, one of the players hit an exceptionally beautiful shot. A fan in the gallery exclaimed, “Man, I wish I could hit a shot like
Here’s the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates
If you’re doing any kind of cold calling or prospecting, you’ll eventually hear this objection: “I’m in a meeting right now.” Paul Wise, a heavy cold caller from Normandy, France, targets product managers at
Specific Feedback Improves Sales Performance Leaders know they need to give feedback. But delivering it in a way that drives improvement? That’s the challenge. Too often, feedback is vague, demotivating, or sugarcoated. Without clear,
Self-talk, what you say to yourself internally, manifests itself in your outward attitude and actions. As any elite athlete will tell you, the mental games you play with yourself between your ears will make
How to Reach Your Prospect With Email If you want your prospect to open, read, and act upon your emails, start using these three actionable steps and instantly increase your email response rate. We
Here Are The Five Most Common Reasons Salespeople Fail at Cold Calling For salespeople, cold calling is a primary means for filling your pipeline. Yet far too many sales professionals fail at cold calling
Double Your Closing Rate The key to successfully checking in with your prospect is to ask tie downs that engage your prospect and elicit some kind of response. You must ask a question that
Just Send Your Material Here you’ll find five new scripts to help you separate the real buyers from those prospects who will just end up wasting your time. One of the biggest traps sales
Selling is a “numbers game” myth: Debunked If you still believe that selling is a numbers game, then you are saying that you lack the skills to control the outcome. Improve Your Skills to
Building Relationships On Sales Calls Building a relationship with someone you can’t see can be difficult, but simply changing the way you talk can make a big impact. Here’s six tips for using the
How many times do you ask for the sale? Do you ask for it in a round-about, soft way and then give up if your prospect says no? Or do you even ask for
Differentiation on the Virtual Stage As the dust is settling, buyers are enjoying the efficiencies and ease of interacting with virtual salespeople; the leverage has shifted even more into the buyers’ hands – and
Brother Can You Spare a Sale There is a lot that salespeople can learn from panhandlers about cold calling, closing, time discipline, and self-motivation. Recently there was a major controversy in Toronto around panhandlers
Are you geared to win? Keep in mind, business is not about just selling products. Business is about developing and helping people who build loyal clientele and contribute to the bottom line. While no
Get Out of a Sales Slump Fast If you are a salesperson in the midst of a sales slump, you know you have to get out of it, and fast. Here are steps you
Double Your Closing Rate The key to successfully checking in with your prospect is to ask tie downs that engage your prospect and elicit some kind of response. You must ask a question that
Just Send Your Material Here you’ll find five new scripts to help you separate the real buyers from those prospects who will just end up wasting your time. One of the biggest traps sales
Selling is a “numbers game” myth: Debunked If you still believe that selling is a numbers game, then you are saying that you lack the skills to control the outcome. Improve Your Skills to
Nothing Matters Unless You Are Working With a Qualified Pipeline Opportunity To be successful in sales you must invest your time on qualified pipeline opportunities. All of the training and knowledge in the world
How many times do you ask for the sale? Do you ask for it in a round-about, soft way and then give up if your prospect says no? Or do you even ask for
Differentiation on the Virtual Stage As the dust is settling, buyers are enjoying the efficiencies and ease of interacting with virtual salespeople; the leverage has shifted even more into the buyers’ hands – and
Take Their Pulse Then Close the Deal These questions vary from taking a prospect’s pulse to see if they are with you, to finding out if a benefit you just listed would work for
If you truly want to do more with the same amount of time each and every day, then begin by developing those self-leadership skills necessary for personal success. Can we agree that: A minute
These 8 keys can help you unlock your sales training and development programs so that you get “the most bang for your buck”. Sales training will be one of the few training and development
Part of the reason so many small business owners are crazy busy is because they are not 100 percent forward-thinking leaders. “We don’t have a budget as much as we need to take this
How frequently in business do we continue to ride dead horses? From ineffective marketing to misaligned operational systems to poor management, all continue to exist even though they are, simply speaking, dead horses. Years
Often, when a sales rep knows the right way to ask for the sale, they’ll be more inclined to do so! This common error costs more sales than most sales leaders are willing to
Sales managers are all around us; those in the selling game have likely encountered multiple. Like salespeople themselves, they have a wide range of qualifications, personality traits and work ethics, but the role of
Early right actions make it easier to accomplish future critical milestones and prepare the team for unforeseen issues that arise later. Do you sometimes wonder how they do it? You know who I mean
Just as there is a set of best ways to paint a room, so there are sets of best ways to ask a question, seek an appointment, build rapport, make a presentation, close the
If you ask and they have found good examples, you have an opportunity to collect more stories and the new hire quickly learns what will be rewarded. If you ask and they have found
