Not long ago I wrote a post on overcoming objections, and I gave my roundup of the top books in that category. Well, today I’m offering my list of best all-around cold calling books to read this year. The topic is slightly more generalized, but by reading one or more of these books, you’re bound…
Cold calling can be thrilling, especially when you’re “in the zone” and making deals happen. But if you’re like most mere mortals, you need a little phone sales motivation from time to time. If that’s you, you’ve come to the right place. Today I’m sharing some action-packed tips and tricks to get motivated and STAY…
This one is for the VP of sales, director of sales, salespeople, SDRs, BDRs, you name it. Time management for sales professionals is a BIG money bet these days. If you’re in sales, you should either teach these tips to your team, or adopt them if you’re the one making sales calls. Follow these and…
Want to know one of the worst habits I see in salespeople and sales teams across the U.S.? It’s celebrating too early and too lavishly. When business is booming and deals are closing, I see so-called sales professionals out celebrating their wins with fancy dinners and drinks. I’ve even seen sales directors and VP’s…
A lot of people want to get to the bottom of cold calling vs. warm calling. How are they similar, where do they differ, and what does this mean for you or your sales team? We’ll get to all that in this guide. But first, here’s a fun sales fact: Cold calling is SO…
What’s the difference between a mediocre sales team and a sales team that puts up some serious numbers? I get asked this question often. And good news — there’s a practical answer. There’s a recipe that you can bake into your sales team starting today. I call it the “60/35/5 Rule.” If your…
Want to learn how to close sales without being pushy? Well, if you spend enough time around top sales people, you’re almost guaranteed to hear wise sayings on the topic. You’ll hear things like “only fools rush in for the sale.” And you’ll hear about how patience and listening is the name of the…
What does it take to have a winning mindset? To answer this question, we have to discuss competition. Almost everything we do in life is competing against others. We compete for attention. We compete for promotions. We compete for a spot on the team, we even compete for the beautiful women or men we’re…
Creating urgency in sales is one of the best ways to turn prospects into buyers. It’s psychology, really. And it works. If you can learn how to create urgency in sales, you win. Why? Urgency reframes your prospect’s mind and helps them to see that YOUR offer is their best solution. It’s their only solution. …
Finding new B2B customers doesn’t have to be an uphill battle. In fact, you can leverage a few key strategies and start finding new customers and clients this month. Today, I’m going to break down the two big buckets of sales and marketing. And by the way, your B2B company must be doing both…