When I talk with sales leaders whose reps are struggling with prospecting, quite often I find the root of the problem is actually with the leaders...
Sales Leaders: Are Any of These Cold Calling Myths Holding Your Sales Reps Back?
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How Many Mistakes in This Cold Call Can You Spot?
Most prospecting calls fail in the first 10 seconds. As a direct result of what the callers says. See how many mistakes you can spot in this...
What to Say When Calling Customers to Add Value
Yes, we should be calling our existing customers during this challenging time. But, it should NOT be the lazy "Just checking in," or "Just...
Use These Two Questions to Close Perfectly
You've probably experienced the amateur salesperson or the cheesy, hard sell, shady huckster spring the "closing technique" on you, right? Think of...
How to Quickly and Easily Get Sales Intelligence About Prospects
Sam Richter is recognized as the world's leader in how to use the Internet and the "invisible web" to get intel on prospects, their organizations,...
Calling Their Baby Ugly is Not a Good Prospecting Strategy
Some salespeople use the "Your Baby is Ugly" approach. It directly tells the prospect that they have a problem, or are doing something wrong. And it...
How to Get Your Cold Emails Replied To
Email can be an effective tool in prospecting, when used the right way, not the spammy way. Today's guest, Jason Bay is an expert in cold email...
Do You Believe in What You Sell? You Must!
If a salesperson doesn't believe in what they sell, how could they possibly get someone else excited about it. This episode has some straight talk...
Sales Mistakes By a Waitress
This was a situation I encountered the other day. A waitress made several sales mistakes in asking for what she wanted, and they are the same...