Voicemail Disruption in B2B Prospecting Land

Some fun facts about using voicemail in your sales prospecting process. There is disruption happening is voicemail land. You want to be aware of the changes and do what is necessary to stay ahead of your competition. Let’s review some statistics on voicemail volume, rates of retrieval, abandonment and why transcription and smartphones should have […]

CRM / Contact Manager Functionality for Appointment Setting

A CRM is not a CRM is not a CRM. Especially when it comes to booking sales appointments and discovery calls. Appointment setting has some special requirements as to functionality and layout you want to be aware of. What works and might be acceptable in one sales environment is woefully inadequate when it comes to […]

Lead Generation: Bumping Into Prospects at Right Time is Worth a Big Bang at Closing Time

Great scripts, pimped out CRM, a magnetic personality and having a great shiny widget. Ya, those things can help close a deal. But you know what beats them all? “Bumping” into the right person, at the right company, at the right time. Hands down. No contest. You can stack up your strategies to the moon, […]

Sales Management Debt: The Trade Offs That Managers Will Pay Back – With Interest

Borrow by taking a quick and easy loan and you get things you want now, no waiting. You pay the loan back — with interest. Often that is good decision making. It’s a trade-off with a price. Sales managers (and sales representatives self-managing) have the option of borrowing to get something now, and pay the […]

Cold Calling and B2B Appointment Setting – What’s Changed in 20 Years?

I set my first C-Level B2B Sales Appointment in 1994. The first million-dollar account obtained from one of those appointments changed that same year. Some things that used to get results, don’t today. But, contrary to the throw the baby out with the bath water crowd “all the rules” are not different today. My take […]

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 certain amount of time. It is probably reasonable to assume that we will only have 40 minutes to accomplish our objectives. Plan and pace […]

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 effectiveness. Sales efficiency: getting in front of the right prospect at the right cost at the right cost. And spending the right amount of […]

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 quickly to business rather than spend time on small talk. Ask questions with impact rather than unfocused questions unrelated to result sought. Discover the FREE “7 Steps to Crafting Sales Scripts That Sell […]

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 decision? What behaviors are you going to model. Top sales producers have clarity about the behaviors that are most likely to work. Present them with any common scenario […]

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 be aware of and focus on. Watch the webinar here