4 Ways To Fall Short Of Sales Potential in 2020

Some salespeople have a mental disorder called BSNT or Bright Shiny New Thing Syndrome. Over and over again, the lure of something “new” that will bring sales riches is tried until it disappoints and is replaced by another new thing. You can lurch from one “things are different today” revelation to another, discover yet another […]

Selecting And Working Toward The Right Goals Drive B2B Prospecting Results

The goals you establish for your appointment setting efforts will drive what you do, how you select records, how you track progress, how many tests you run, how many scripts you try, how often you evaluate results, and how often you make changes. Without clear goals, you are just madly dialing trying to book any […]

Top Sales Performers Do Not Model The Struggling, The Mediocre & The Want To Be’s That Never Will Be

Most discovery call and sales appointment setting programs fail. If you do what most people do, if you succumb to common thoughts about what is the “right thing” to do, you and your team will fail. Why would you expect to do what everyone else does and get drastically different results? Be Different From Most. […]

Half Of Lead Generation Success Is 90% Mental

Sales Prospecting. Appointment setting B2B. Trying to scale and get your sales team more productive? Thinking right gets you most of the way there before you make a call, write a script, or leave a voicemail. An effective sales leader, or a top 10% sales rep, typically can conceptualize the big picture and understand the […]

Want More B2B Discovery Calls To Morph Into Great Accounts? Prospect At The Right Level.

Do You Start Prospecting At A level Lower Than Your Decision-maker and Work Up? Or Go Right To The Top Dog? If your economic buyer is an Executive Vice President, what is the pro and con of targeting a Director or Manager and working up? What if the CEO is the only one that can […]

Prospecting Words To Ban, Words to Demand

Ya, but You want your team to know and use the behaviors that are most likely to move them toward their goal in every situation. You need your team to work in the high-probability zone. Top performers are knowledgeable about and talk about behaviors, actions, words, scripts, which are the best to use in typical […]

Sales Management By Sitting Around: More Discovery Calls That Buy Will Get You Moving

Inspect what you expect. You need to observe what your reps are saying on the phone and out in the field. Too often, time and money are spent to develop systems and messaging that conveys credibility and benefits, and it is not used on the phone or in the field. Management sets the standard. People […]

Selling with House Money: Do You Make More Sales by Focusing on Overall Process or Individual Outcomes?

Would you rather be the casino or the gambler? Do you win more sales by focusing on the overall process? Or, the result of individual calls and pitches? In poker, there is a theory that when you make a bet with the odds in your favor, you have won something regardless as to whether you […]

Goals For Discovery Calls And First Sales Appointments. What To Measure. Why Dialing Activity Tells You Nothing

Your Goals Drive What You Do The goals you establish for your appointment setting efforts will drive what you do, how you select records, how you track progress, how many tests you run, how many scripts you try, how often you evaluate results and how often you make changes. Without clear goals, you are just […]

Review Past Years Buyers List To Sharpen Prospecting Targets

Many times, your sales prospecting success is largely determined before you make your first call, send your first email or mail your first letter. Simply stated, when you invest your efforts outside of your “zone of probability,” you get poor results. Here is a suggestion to sharpen your prospecting targets in 2019 and increase your […]