Are you ready to stop playing “supermarket roulette” with your prospects? Wouldn’t it make you feel accomplished at least knowing regardless of the outcome, that you did everything on your end to move the deal forward? The BIGGEST Phone Cold…
Opening, rather than closing, is the most important phase of selling because it’s binary. It’s akin to doing science without Newton’s first law or acknowledging gravity. It’s like trying to be a fighter but not being able to throw an…
Here are seven steps I recommend to design an effective (and not annoying) follow-up strategy. Most salespeople are pretty good at selling. But as any salesperson knows, the odds of someone picking up a phone, answering your email just as…
There isn’t a pipeline anywhere that isn’t a little cluttered. Some are full of non-opportunities, and many more are full of opportunities that aren’t anywhere near the stage being reported. You might think that cleaning up your pipeline is for…
By following these rules diligently, you can become a powerful networker. If you consistently give without the expectation of something in return, you will receive the admiration, respect and trust of the people around you. Whatever your business, you should…
Memorable Sales Presentations Always Win Selling is all about memorable performances - especially in person. Don't Be Forgettable While watching an incredibly boring episode of American Idol, one of the judges critiqued another generic singer. All of the contestants seemed…
A well-directed, thoroughly researched cold call with valuable content will always be a key component of an excellent sales kit and help your sales team to become an indispensable part of your prospect’s business. Statistics from AllBusiness.com indicate that eighty…
Start by asking yourself the question: “What problem needs a solution?” What Can We Learn from the Ventures of Elon Musk? It wasn’t enough that Elon Musk founded and later sold PayPal (for $1.5 billion!). He has since gone on…
You do all that needs to be done, follow all the tried and true techniques to evoke a response and still nothing. What if your prospect goes silent? Has this ever happen to you? You go in and do a…
Current clients who refer you consistently to new business tend to stay clients for a longer period of time. You will grow revenue more quickly and profitably by leveraging your current clients for referrals. Let’s look at the facts: A…
Here are four things that you can do to ensure that you retain more clients and increase your prospecting success. Wouldn’t it be easier, and certainly faster, if all we had to do to get what we want was to…
In part six of the Sales Differentiation series, Jeb Blount and Lee Salz teach you exactly what to do when your prospect asks for references.