“I have great conversations with my prospects only to find out I’m being shopped. We aren’t the cheapest solution so how do I avoid losing these deals?” The surest way to stop prospects from shopping around is to close them on the first call however that isn’t always an option for various reasons outside of […]
Read More“What Should My Individual Sales Goals Be?” Great question. It tells me that you are a self-motivated individual who wants to have a say in their fate. You are already a step ahead of the herd. Are We Talking “Activity” or “Results” Sales Goals? “Activity” sales goals are what you do on a daily, weekly, […]
Read More“When is the best time to have a regularly scheduled sales team meeting?” Depends on what your definition of “team meeting” is as well as what are you attempting to accomplish with a sales meeting. One of the fastest ways to kill sales motivation is to have a pointless meeting that drains your inside sales […]
Read MoreHow to Leverage LinkedIn to Close Prospects that Ghosted You We all have prospects that on occasion, ghost us after a great discovery call. Today I want to show you how I leveraged LinkedIn to bring one of my “ghost” prospects back from the dead and closed the deal. Before I give you the exact […]
Read More“I’m starting a new sales position in a different field than what I’m used to… How do I know what to say?” Here are 3 questions to ask yourself before picking up that phone for the first time that will help set you on the right path: 1) Do You Know the NAME/TITLE of the […]
Read MoreHow do I respond when a prospect rejects my request to have a 20-minute call or meeting? I just need 20-minutes to show them how I can help save them time and money! My current rebuttal is this: “If you could find 20 minutes on your calendar, I would love to have a conversation with […]
Read More“I sell a bunch of different IT solutions. When cold calling, I’m wondering how to pique the prospects interest and identify their needs. I sell so many different solutions, and I don’t want to lead in with one product and have their pain point be another, and end up missing the sale. So I need […]
Read More“How Many Sales Calls Should I Make Per Day?” Depends on what your goals are. If you want to do just enough to keep your job, make as a little as you can get away with. If you want to make or even break your sales goals, 60 sales calls per day (including callbacks from […]
Read More“How long should a salesperson continue to contact a prospect who doesn’t return their calls/emails or voicemail messages?” The first thing we need to establish is: What kind of sales lead are we talking about here? Is it a new lead or is this a prospect that you’ve been in communication with that has suddenly […]
Read More“We use a lead management system (InsideSales.com) that allows us to callback a warm lead within less than a minute of the prospect requesting information from our site. So why do I still need an “enticing” opening value statement script? They are already “warm” and are requesting more information… this isn’t a cold call where […]
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