How to Prospect Successfully, Without Rejection
I had a blast with Jason Bay, kicking off the free “Think Outside the Script” prospecting training summer tour last week.It was great to have heard from so many sales pros who attended, saying they already changed the way they viewed, and placed their...
Sales Leaders: Are Any of These Cold Calling Myths Holding Your Sales Reps Back?
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 themselves. Upon examination of their methods, processes, and beliefs I often can spot mistakes being made due to belief...
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 opening. I will then point out what was wrong, why, and what the caller should have done...
Why Not Plan Your Sales Calls Like You Do Your Weekends?
We plan the things that are important to us. Like what we’ll do on the weekend. Do you put that much prep, or more into your sales and prospecting calls? Here are some specific tips for the parts of your calls that need to be planned to get optimal success....