Curiosity Is Your Key To Effective Cold Calling On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris Beall, CEO of ConnectAndSell. ConnectAndSell is a software service that helps salespeople initiate conversations with…
Time Is Money... Act Like It! How effectively do you manage your time? Do you spend your time as you would any other precious, nonrenewable asset, or are you the type of salesperson who is stressed-out, constantly jumping through hoops…
Hot Leads In 10 Minutes... Seriously! If you find yourself either abstaining from social media or spending excessive time on it (we've all been guilty of that!), here are 10 practical and effective ways to make the most of this…
Human Connection Is Irreplaceable Dress appropriately for the situation and audience— it's the little things that close the sale. Do research on who you're trying to sell to and a personalized follow-up email after a demo or meeting that adds…
Get More Leads Into Your Pipeline With Better Prospecting Practices Most salespeople complain that they don't have enough leads. There is an easy fix for this problem. Start prospecting! There aren’t many certainties in selling. What works well for one…
What Your Sales Toolkit Is Missing Testimonials are drivers of business because they give your prospects independent insight into how you work, how effective your solutions are, and the results others have experienced through engaging you. In today’s economy, you…
Getting A Commitment In Your First Meeting With A Prospect If a prospect isn't willing to commit to something now, what do you think your chances are of getting them to sit through a pitch and actually take action with…
Fairytale Customers Don't Exist Unfortunately, only in a Disney movie does Sleeping Beauty live happily ever after. In the real world, passively waiting for clients to court you and give you business is a sales strategy doomed for failure. Are…
“Buy Today” Discounts Don’t Make People Buy, But “Buy Soon” Discounts Do Primary sales urgency is created by the need or want to own the product bases on how that product will benefit the customer or provide a solution…
How To Open A Prospecting Call Besides being very busy, your prospects probably get a lot of sales calls every week, and many of them from your direct competition. So why would they want to talk to you? What can…
How to Make Your Emails Stand Out Want to get your emails returned? Who doesn’t… Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails per week and there is a…
Email or Telephone: Which one do you use more for prospecting? The question should not be the number of people you can contact. The question we need to be asking is, “What is the number of people I can close?”…