“I see a lot of opening script ideas and templates pitching a specific solution addressing a specific need. But my company offers solutions which hit on very different pain points. Am I best off opening with something targeted or trying to quickly relay all of our capabilities and hope something hits home?” “Data Dumping” (relaying all of […]
Read More“My prospects are investors in the stock market. I am cold calling people at home. They are already defensive knowing they are being called at their house. How can I address this defense mechanism immediately?” What strikes me first is your pre-conditioned idea that your prospects are going to be “defensive” right out of the […]
Read MoreHow to Make Sure Your Pipeline is Filled with Qualified Leads I was on a “sales qualify call” with a prospect that perfectly matched my ICP (Ideal Customer Profile). They were in the right industry, had the right annual revenue, location, employee size and they had a major problem that I specialize in solving better […]
Read More“I need help creating a cold email template that will work. What do you recommend?” Well for starters, I recommend using valuable content delivered via email and social media marketing channels to generate warm leads rather than having sales reps send massive amounts of cold emails to prospects that are already getting bombarded with cold emails. With […]
Read MoreRecently read another thread on a LinkedIn Group that was touting how sales reps should “build rapport” with prospects in order to close more business and I couldn’t disagree more with this concept. If you are struggling to make quota and are being told that you need to “build rapport” with your prospects, your focus […]
Read More“I am an SDR calling to schedule appointments. What do I do if a prospect wants to do most of the talking through email?” If you have a prospect that refuses to get on the phone, it means you have not piqued their interest enough to the point where they are willing to talk. The […]
Read MoreYou’re invited to the Sales Development Summit, a free online conference. This summit is a chance for thousands of the world’s smartest people in sales development to learn what’s new, what’s hot, and what’s actually working RIGHT NOW. You will hear results from the largest study ever to take place on sales development. You’ll learn […]
Read More“I work inside sales for a manufacturing company. The prospects I talk to are “middlemen” or OEM’s. A common response I get when making a follow-up call is “I haven’t heard from my customer yet,” or “We’ll see if the customer decides/orders.” This statement can also be used as a band-aid to reject the offer […]
Read More“How do you gain sales confidence when you aren’t closing business? I’m starting to doubt that sales is for me.” OK, first things first… Take a deep breath and realize that all great salespeople have at one time or another been so frustrated, fearful and discouraged, even to the point of wondering if a career […]
Read More“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 […]
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