Imagine that you’re sitting in a sales meeting with an account you’ve been working for several months. This is your big chance. Things seem to be going well. You’re asking all the right questions, tying your offer to your prospect’s pain points, stacking the value, and even leveraging tonality to build trust and excitement.…
Question: Can you build a highly-successful 7- or 8-figure business off the back of cold calling alone? Answer: Yes, without a doubt! I’ve seen it done before, and I’ve even done it myself. So why are companies shrinking away from leveraging the phones to drive revenue? From what I can tell, it’s because they…
Forget everything you’ve learned about selling. Sales is no longer about pitching products. Sales is about consulting. Consultative selling is the new way to win in sales… But forget everything you’ve learned about consultative selling, too. This has become an empty term, a buzzword for snappy Tweets, and so it’s lost its effectiveness. In…
You might have some motivational quotes to keep the fire of success burning bright. Here are a few of mine: “Don’t TALK about it, BE about it.” “You can’t deposit excuses.” “Remember your WHY.” These are all great. Ok the last one might seem cliche, but they all motivate me personally.…
Did you know that more than 40% of salespeople consider prospecting to be the hardest part of the sales process? 40%! The irony is that prospecting is the literal lifeblood of sales. Or, as Zig Ziglar so aptly put it, prospecting is all about “priming the pump.” You have to prime the pump before…
Like it or not, the buyer’s journey doesn’t look like it used to. These days the journey is long and winding, with an average of 6-10 stakeholders involved. And more and more, the process is becoming digitized — or at least has elements of a digital touch along the way. So you must adapt…
Let’s face it. Sales can be scary. Whether you’re new to sales or a seasoned veteran — everyone has nerves that can get the best of them. Imagine you’re about to connect with the CEO of a Fortune 500 company and three of his VPs. It’s up to YOU to effectively communicate the value…
I always say that B2B isn’t for the faint of heart. You might be on top of the world one month, and the next month you’re struggling to stay afloat, questioning your career and life choices. These swings can also happen week to week, and even day to day. I get it. But…
There’s no question about it. Timing is everything in sales and life. In life, the importance of timing is obvious. You could miss boarding a plane by a minute, completely ruining the family vacation. You could be one second too slow at a stop light, and light up the intersection. You could even have…
Earlier this week we talked all about the discovery call. What it is, what it isn’t, the types of questions to ask, and different approaches to take to land more clients or customers. Today we’re getting down to brass tacks. I’m going to share the top 10 questions to ask in your discovery calls.…