How to Make Connections with Powerful Communication Here are three ways that ultra-high performing salespeople create simplicity in their messaging for powerful communication to produce better results. We've all heard of the K.I.S.S. method: Keep It Simple, Stupid. It's actually…
Tips for Effective Pipeline Reviews Avoid standing in front of the board next month and telling your reps that you missed the target… AGAIN. A pipeline review gives you and your reps an opportunity to add fresh deals to the…
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 send over 130 billion emails for…
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 because they don't understand that the…
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 is more open-ended and sometimes even…
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 reps fall into is the “Just…
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 Change Your Results The “numbers game”…
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 buyers know it. Surely, by now…
Six of Our Favorite Sales Podcasts Podcasts are a terrific free resource for gaining sales knowledge, refining your skills, and getting inspired to make a greater impact on your team, as well as find more success in your sales career.…
Budget Doesn't Cut It When Qualifying Asking these qualifying questions to uncover potential competitors will prevent you from being blindsided at the end of your presentation. Over the years, the most important qualifiers for any given sale have changed. In…
Prospects and customers are watching every move you make. What is important to remember is in today’s competitive world your prospects and customers are watching every move you make. Imagine how mispronouncing or forgetting a client’s name can change that person’s…
Select your communication method based on what is most effective for your prospect. Too many salespeople choose the follow-up method based upon their own personal comfort levels, rather than the most effective tool for the job. For example, I find…