How do I turn off my sales job when I’m with the kids?

May 16, 2019

For me, it’s easier to go into work mode than force myself to play lego with my son…

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Focus on your kids not your sales job

What’s the perfect length for a voice message?

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…

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Leave a short voice message in sales

What’s the ROI of a SaaS sales rep?

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…

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SaaS sales reps return on investment

What’s the Rule of 3 in Selling?

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.

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Use the rule of 3 to close more sales

When is the most productive time for salesMen?

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…

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When do salesMen get the most done

Should a sales rep sleep next to their cell phone?

May 11, 2019

It doesn’t surprise me that 71 percent of us sleep next to our cell phones… What does surprise me is…

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Why you should not sleep next to your phone

What’s the best way to plan my work day?

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.

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Invest 1 hour a day in yourself to succeed

What’s a pitch day?

May 8, 2019

We’re all very hypocritical, aren’t we? We despise sales reps who call us at home to pitch us stuff…

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pitch days for sales reps

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.

Compel don't convince in sales

Time Waster or Worthwhile Activity?

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…

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LinkedIn time versus Facebook

What’s your sales ramp rate?

May 5, 2019

Here’s the formula I use to predict how fast a new sales rep will hit quota…

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How Top Salespeople Land Hard-to-Get Meetings

April 28, 2019

Prospects will take a meeting with you… if they believe you can solve their problem. Here’s how to do it …

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How to build a case for selling

How to build pipeline WITHOUT more calls

April 27, 2019

On a good day a business development rep can make 60 sales calls. Seems efficient. But is it effective?

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How to reach your prospect in 2 calls NOT 18

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..

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Connect with prospects in 2 calls

What’s the most effective cold call script structure?

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)…

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Talking sales in the bar

Is cold calling dead?

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:

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Cold calling is not dead

How to close 35% more deals

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…

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Keep following up on customers

What’s the “Rule of 1” for sales reps?

April 19, 2019

What’s stopping you from… Making 1 more sales call. Connecting with 1 more prospect on LinkedIn.

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rule of 1 daily for sale reps

How do I know if the sales rep I’m interviewing is coachable?

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?

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Should we respond to a blind RFP?

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?

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The blind RFP process

How can I accurately forecast my sales team’s pipeline?

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…

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How do I get my sales team to increase revenue?

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…  

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Sales coaching pays off

How do we avoid the price question on the first sales call?

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 …

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Dodging price with customers

What’s the difference between an account executive and an account manager?

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…

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How do we avoid chasing prospects after sending them information?

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.  

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How to avoid chasing prospects

How do we create urgency with sales prospects?

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…

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Get prospects to take action early

What’s the average close rate for B2B sales reps?

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.

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Closing rate for sales professionals

How do we get more sales leads?

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?

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Not enough sales leads

How do we prevent a no decision on our sales proposal?

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?

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Avoid a no decision in your sales offers

What’s most important to companies when choosing vendors?

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.  

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before choosing a sales vendor know this

How do we remove the dread from cold calling?

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.

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Remove the dread from cold calling prospects

What do we do when our customer goes dark?

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

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Customer goes dark. Why

How do we calculate the # of opportunities we need to hit our sales quota?

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…

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How soon should we follow up on a sales lead?

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.

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Sales lead follow up

How do we engage prospects without creating sales friction?

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.  

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Stop sales friction

How do we know if our sales process is broken?

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…

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Fix your sales process

What’s the hardest part of B2B selling?

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…

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Should we text our sales prospects?

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.

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How do we recruit driven sales reps?

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.  

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Big company vs. startup?

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.

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How can we increase our email open rates?

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.

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How do we convince our customer to renew?

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…

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What’s the best question to ask before pitching?

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?

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What’s FUD in selling?

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…

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How to Hire Sales Reps Who Will Produce NOT Just Collect A Pay Cheque

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… 

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How do I prevent my emails from going to my prospect’s spam folder?

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?

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