May 16, 2019
For me, it’s easier to go into work mode than force myself to play lego with my son…
May 15, 2019
Guess what sales reps? Human attention spans have plummeted from 12 to 6 seconds. FOX TV is experimenting with 6 second ads…
May 14, 2019
If you were the CEO of a SaaS start up, would you rather hire a sales rep, pay them $300,000 a year… and get a 40% return or…
May 13, 2019
Sales reps…. When you’re, demoing, presenting, or proposing… always include 3 reasons to justify your business case. Not 2, not 4, but 3.
May 12, 2019
SalesMEN have their highest level of testosterone from 6AM to around 1PM. This is the best time to get your most challenging work done. I guess this means things like…
May 11, 2019
It doesn’t surprise me that 71 percent of us sleep next to our cell phones… What does surprise me is…
May 10, 2019
As a salesperson… I’m in the habit of paying myself first. I don’t mean financially. I mean… chronologically. My time is a currency.
May 8, 2019
We’re all very hypocritical, aren’t we? We despise sales reps who call us at home to pitch us stuff…
How do I convince my prospect to buy my product?
May 7, 2019
Every company chooses its vendors for different reasons. Don’t force the reasons why they should choose your product or service over your competitors. If you do, that’s a put-off. Compel DON’T convince them.
May 6, 2019
The average Joe (or Jane) spends 17 minutes per month on LinkedIn. Compare this with 27 minutes per day on Facebook. You do the math…
May 5, 2019
Here’s the formula I use to predict how fast a new sales rep will hit quota…
April 28, 2019
Prospects will take a meeting with you… if they believe you can solve their problem. Here’s how to do it …
April 27, 2019
On a good day a business development rep can make 60 sales calls. Seems efficient. But is it effective?
April 26, 2019
A 2019 sales report shows it takes 18 calls to reach your prospect. Here’s how to cut those 18 calls to 3..
April 23, 2019
I learned this script structure from John Carlton, the legendary copywriter. It goes like this… Imagine you’re in the bar and you happen to be sitting beside your ideal prospect (who you don’t even know)…
April 21, 2019
If cold calling is dead, then we may as well say… Email is dead. Texting is dead. Social selling is dead. Here’s why:
April 20, 2019
It’s been said by one great marketer that… 50% of prospects who ask about your product will buy within the next 18 months. Yet, only 15% of that 50% will buy in the first 3 months…
April 19, 2019
What’s stopping you from… Making 1 more sales call. Connecting with 1 more prospect on LinkedIn.
Apri 19, 2019
When it comes to increasing your revenue, all the money is in coaching. It’s in motivating, encouraging, and challenging your sales reps so they can hit plan. So, how do you know when you’ve hired a “coachable” sales rep?
April 19, 2019
When it comes to blind RFPs half of sales managers tell their reps, “don’t waste your time.” The other half say “jump all over them.” How about you?
April 18, 2019
Sales managers love seeing lots of activities in their CRM. This rep has 15 opportunities (rockstar) This rep has only 3. (pip candidate) I say…
April 17, 2019
Here’s a little“secret”… When it comes to increasing revenue, all the money is in coaching. It’s in motivating, encouraging, and challenging your sales reps so they can hit plan. But here’s the kicker…
April 1, 2019
Most B2B sales reps dodge the price question because the “gurus” tell us to show value first. So here’s what goes down on the first sales call …
March 29, 2019
In 80% of companies an account manager grows and manages existing accounts that have been won by business development managers or sales/account executives. This is because account managers are…
March 29, 2019
Every day prospects ask us to “send over information.” The trouble with this is… We send it off… And then we chase. This is frustrating, time wasting, and energy sucking activity.
March 26, 2019
No sales rep wants a pushed deal on the last day of the quarter. So, at the 11th hour they pull out all the sales tricks. There’s the scarcity close…
March 24, 2019
Let’s say your sales team has 100 opportunities in the pipeline this month… If you’re selling computer software, you can expect them to close 21 deals this month.
March 22, 2019
One of the biggest mistakes companies make is to put “call to speak to a sales rep” as their ONLY call to action on their homepage. Why is it a mistake?
March 20, 2019
Before you try to close your next business deal, know this… 8 out of 10 deals are lost due to no decision. Seeing this pattern in your pipeline and want to reduce it?
March 19, 2019
The number one thought in a customer’s mind when they’re looking to buy something is “Who can I trust?” To build trust I do stuff I know my competitors won’t do consistently.
March 18, 2019
Before you log into Salesforce to start cold-calling, realize this: Your prospect is in the epiphany phase. And during the epiphany phase, or first phase of the buying process, prospects are curious information-grazers.
March 17, 2019
Sometimes a customer goes dark and we don’t know why. Here’s what to do: Don’t panic. I resist the urge to send them a flurry of emails and voice messages
March 14, 2019
Pull these 3 metrics from salesforce: Quota number – Let’s say it’s $400,000 per year. This way you can reverse engineer your sales activities. Average deal size – This is how many deals…
March 12, 2019
Sales leads you follow up on within 60 minutes are 7X likelier to have a meaningful conversation with you… compared with leads you waited to call even after 60 minutes.
March 9, 2019
The prospects you call on each day are selfish. Just like you and me. They care nothing about you, your product, or your sales quota. And by ignoring their “human nature” is a costly mistake in selling.
March 6, 2019
Where most sales folks screw up is… They either…. (a) have to grind to make every sale. Nothing comes easy. (b) can count on one hand the number of quality leads they get each month or…
March 4, 2019
40% of sales reps say prospecting is the hardest part of their job. Wanna know what’s a close 2nd? Closing – 36% of reps say closing. Now, if you need a hand prospecting with things like what to say and how to say it…
March 1, 2019
If you’re not texting prospects and customers, you should! Here’s why… Texts have a 98% read rate! Compare that number to email which, on average, has a 20% open rate.
February 24, 2019
Do you know what’s better than offering a high base salary to attract your next sales rep? No, it’s not commissions. Try again… It’s growth. When you talk with them, get them excited about an attainable promotion ladder.
February 22, 2019
The bigger a company grows, the more bureaucratic it becomes. Personal leadership yields to hierarchy. The CEO no longer recognizes his employees in the elevator. Managers get buried in reports.
February 20, 2019
Before you send out your next sales email, consider this… “5x as many prospects will read your subject line as your message.” If you send 50 emails per day, only 10 people will read “past” the subject line.
February 17, 2019
Before you pick up the phone to “follow up” with a customer whom you need to close by the end of the month… know this: “A compelling offer is 10x more powerful than a convincing argument.” Perhaps you’ve seen these…
February 12, 2019
Before you pitch, ask your prospect… “Is your biggest problem X, Y, or Z?” Then ask them, if we could solve that problem for you, what would it be worth to you?
February 9, 2019
Are you using FUD in your sales outreach? FUD, or fear, uncertainty, and doubt, is an old school selling method companies use to get their prospects to stop, think, and change their behaviour. FUD goes like this…
February 7, 2019
Do you know what’s better than offering a high base salary to attract your next sales rep? No, it’s not commissions. Try again…
April 19, 2019
I was recently asked by a smart, over-achieving sales executive what my click/response rates were with a one-liner email? Here’s how the conversation went: Me: Do you want to measure your prospect/client email response rates?