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

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 value with every conversation. Value that leads to qualified opportunities and closed deals. To think that your team will be as effective […]

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 yourself time and a lot of qualified business opportunities. In this audio interview and summary notes a B2B appointment setting […]