Follow-up Email Response So you had an excellent qualify call and sales presentation, and everything pointed to them signing up, and they needed to discuss a few things internally but said they would be back to you in a few days – and they honestly sounded like they meant it. And for this scenario, let’s […]
Read More“What telltale signs should a rep look for to help qualify a prospect?” This sales question is a curious one to me because it makes me think that the salesperson doesn’t understand the definition of “qualify” a prospect. If they did, this would not be a question. What I think the salesperson means to ask […]
Read More“I’m in a sales slump and in serious jeopardy of falling too far behind to hit my annual sales quota. What should I do?” Falling into a sales slump is a problem all salespeople have to deal with at some point in their career. And if you’re a straight commissioned, or heavily commissioned (low base […]
Read MoreHow to Avoid Scaring Prospects Away Knowing what to say and when to say it isn’t enough when it comes to selling by phone. The real home run hitters have a very fluid tone to their conversations that put prospects at ease. Their prospects can “feel” the sincerity over the phone and in return, feel […]
Read MoreB2B sales questions are the keys to qualifying. But have you ever overheard one of your sales reps on the phone and they asked multiple questions, all at once? Does that make you cringe? It should. Because it’s a sign that the sales rep is struggling and not exactly sure what questions to ask or […]
Read MoreHere’s the thing about outbound phone sales scripts: there’s no actual magic in it, but when it’s done right – when the sales script is so good it sounds as natural as a chat with your auntie – that’s when the magic happens. Do you and your team know the difference between a good script and a […]
Read MoreLinkedIn Cold Message Fail I received a LinkedIn Cold Message notification on my Apple watch that said: “HI Michael, I hope you have a nice day. I’d like to know a little more about” Now, since this was on my watch, that is all I could see. So, I opened my LinkedIn messages on my […]
Read More“When should I ask “What is your budget?” when qualifying a warm (Inbound) lead?” Let me answer that question with a question… When you make an inquiry about a product or service you have an interest in and the salesperson asks you “What is your budget?” or “What budget did you have in mind?” what […]
Read More“How Many Times Should I Try to Contact a Prospect?” First we need to identify which sales situation we are referring to. Are we discussing contacting a “first time” prospect, meaning you have yet to make contact with a new prospect / lead or are we discussing a “follow-up” sales call situation where you’ve done […]
Read More“How can my inside sales team get the most out of trade show leads?” It starts with understanding why both parties participate in trade shows. The top three reasons are: Stay relevant Make new connections Generate leads As you’re collecting leads, you’re meeting new people, having great conversations and making new connections. When the trade […]
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