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What’s New

Basic Roadmap and Strategic Focus to Conduct Effective First Meetings with Sales Prospects

1. How long does a typical first sales meeting of discovery call last? Probably 30-60 minutes. As a general rule we have certain objectives to accomplish and we only have a … [Read More...]

10 Sales Pitch, Discovery Call and First Prospecting Meeting Tips

1. Very easy to rush through beginning phases of a sales call. 2. Very easy to talk about what we want to talk about. 3. Difference between sales efficiency vs sales … [Read More...]

What Top Sales Performers Do on First Meetings and Discovery Calls

Plan questions rather than presentations. They focus on larger strategic sales rather than quick hits. Have different strategies for different competitors. Get … [Read More...]

Call Lists: How to Create a Highly Targeted Sales Prospecting List to Clone Your Best Accounts

How do you select the proper targets for your lead generation campaign? You better know the answer to that question and get it right. If you don't, no matter what else you … [Read More...]

Sales Management is Often Self Management. Pick Your Mentors Carefully

If you are serious about managing a lead generation process that consistently spits up qualified opportunities that convert, you have a very important decision to make. The … [Read More...]

Connect With Qualified Prospects Webinar Replay: Sales Scripts, Call Process and Practical Tips

Conducted a webinar for a major B2B Franchise Company in July 2016. If you seek to punch up your scripts or call process here is a great overview of the issues you should … [Read More...]

B2B Sales Scripts- Team Telephone Techniques Leak Value Without Them

If you have a sales team that generates leads using the telephone and don’t have a solid core sales script path to work from, it is guaranteed that your sales reps are leaking … [Read More...]

B2B Appointment Setting Slump? How to Turn it Around.

B2B appointment setting is simple but it is not easy. What do you do when you feel you are constantly running into brick walls? Many appointment setters work hard yet get … [Read More...]

ACT! CRM Software Reviewed by B2B Prospecting Pro and Contact Management Consultant

You are not really in sales if you don't use a contact manager. If you have crm software but use it as a digital dust collector or don't use the basics well, you are costing … [Read More...]

Most Popular

Dear Scott: Relating Sales Script Credibility When You are New or a Very Small Business

Dear Scott - just finished reading your "7 Steps .. Appointment Setting" book - excellent book, great ideas but a question. The scripts & discussions in the book re credibility all seem to be … [Read More...]

50 Shades of “Not Interested.” A Sales Rebuttal Objection Strategy.

Funny story. Newbie in training relates a call in which the decision-maker replied “not interested.” Get this. The newbie actually thought that meant they were “not interested.” Hilarious. Newbie … [Read More...]

Sales Management for Lead Generation. 3 Keys for Sales Managers. Part 1.

Sales Management for Lead Generation and Sales Conversion. 3 Key Concepts for Sales Managers to Create Top Performing Teams. Part 1. When you spend more than 20 years helping sales teams and … [Read More...]

Appointment Setting for B2B Sales: 46 Tips for Better Cold Calling & Lead Generation.

Do Your Appointment Setters Need to Improve Their Business to Business Lead Generation Techniques? Review these strategic sales and marketing tips from someone that smiled and dialed his way to set … [Read More...]

The $500,000 Outside Sales Follow-Up Email

A $500,000 closed account due to stupid simple on autopilot follow-up Email system. - Info you are sitting on can be put to great use. - Two places most screw this up... Paul didn't. - Warm up … [Read More...]

Proven Sales Script (with analysis) to Set Sales Appointments

1. A Proven Sales Script Format To Set Sales Appointments. 2. The Pro and Con of This Phone Script Format. 3. Three Reasons why a “Good Phone Script” Won’t Save You 1. A PROVEN SALES SCRIPT TO … [Read More...]

2 Simple Advanced Calling Strategies

Simple things that take virtually no time can do great things for your prospecting results. I really think that it is the last 2% of your effort that can generate 50% or more of your results. If … [Read More...]

Sample Appointment Setting Script was Super Successful

Here is a sample appointment setting script that helped a salesperson go from 2/3 appointments a month to 10-15 a week..... more B2B prospects found by calling while increasing the size of the average … [Read More...]