Whether you lead a sales team or you’re the one making calls, imagine waking up one morning and suddenly you’re back in the early 1800’s. There are no telephones, no ZoomInfo to find leads, no CRMs. So how would you make your quota this month? With a whole lot of blood, sweat, and tears. That’s…
Feel like you’re burning out in sales or in your entrepreneurial venture? If so, this article has your name written all over it. It’s not your typical advice that so many self-help gurus offer. In fact, I’ll go out and say it: Burnout is often a figment of your imagination. It simply doesn’t exist…
John Maxwell once wrote, “Fail early, fail often, but always fail forward.” This is a mantra that we live by in my sales organization. We have to accept that failure is part of the process and necessary to achieve success. Failure is inevitable. There’s simply no way around it. You’ll be presented with…
“Help! I’m having a hard time reading the room! How can I tell if my prospect wants to buy?” I hear it all the time. Sales professionals simply don’t know where they stand with a prospect — even when the sales meeting is coming to an end! Here’s what to do about it. …
Having trouble finding or closing new customers or accounts? If so, you’re not alone. It can happen to the best sales teams in the world. It’s the natural order of things. You’ll have good years and bad years. Good months and bad months. Even week-to-week might fluctuate. Is it a performance issue? Perhaps. But…
You don’t close a sale, you open a relationship. If I had known that early in my career, I would have saved a lot of deals, not to mention lifelong relationships. Relationships are everything in sales. This has been true for hundreds, maybe even thousands of years. And it’s still true today. While times…
Cold calling, or really any type of sales, is a proving ground for negotiation skills. If you have strong negotiation chops, then you close more deals than the average salesperson. It’s just a fact of life. And if you’re a sales leader with negotiation skills, then you’re more likely to lead your team in the…
Assumptive selling. Here’s what it is and how YOU can leverage it in your organization to experience a serious breakthrough in sales. That’s what we’re covering today. Picture this… A few weeks ago a young guy came knocking on my door selling pest control services. I stood and listened as he droned on…
Let’s not waste any time here. When you go-to-market with a B2B offer, you’re absolutely missing out if you’re not upselling, cross-selling, and downselling your customers. Now, if you aren’t doing this, it’s really no fault of your own (I’ll let you off the hook for a moment). The truth is, most sales teams…
I recently wrote an article on how to scale a sales team. And this week I want to zoom in and discuss the process of finding the right individuals to hire for sales. Who are these rockstars? Where are they hiding? And how can you fill your roster with the best salespeople so you…
So you’ve experienced some early growth in your tech startup and want to scale your sales team. Or maybe you’re a sales leader at your company and it’s time to build out a bigger crew. Either way, you have your mind set on scoring a deluge of new customers or clients. First off, good…
No more no-shows. That would be nice, right? Well, the truth is we can never totally eliminate no-shows to sales appointments. Emergencies happen. Schedules change. Other meetings take priority. But… you can drastically reduce the number of no-shows you’re experiencing. And if you’re reading this article, I imagine no-shows are becoming a big…
Are you a sales director or sales manager? A founder of a startup who wants to SCALE to the moon? Or a salesperson yourself? If you work in sales at your organization, you must learn how to create and track pillar KPIs. Tracking KPIs is simple, and it’s an important pulse-check that integrates into…
So you want to sell to the C-suite… during a recession… when companies are pinching pennies and trimming their budgets. Good for you! I would argue that a recession is the BEST time to sell to the c-level executives, from the mid-sized company right on up to enterprise outfits. And today I’m…
POV: It’s 1 pm and you just got back from Chipotle. You’re fighting an early-afternoon coffee crash. Yet you have a lead list sitting on your desk, staring at you and taunting you. If you run a sales team or spend your days making calls, then you know that a little extra motivation goes…
As another summer rolls around, I’m asking my sales team an important question. It’s a question that gets to the heart of their character and the success they want to achieve. And it’s a question I hope you’re asking yourself and your sales team, too. What are you doing this summer? …
Leads are useless for building your business. That’s not a typo… leads ARE useless, and they’re literally a dime-a-dozen these days. What you need are high-quality leads. Not cold leads. Not warm leads. But hot leads that actually convert. The type of hot leads that come from sales professionals. Thankfully, there are…
What’s a B2B Go to Market Strategy (GTM) and why should you care? Well… does this sound familiar? You have a product or service that you want the world to know about. Maybe you have some early adopters or clients, you’re poised to scale to the moon, and you already have your exit strategy…
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…
Referral based selling is one of the most effective ways to 1) close more deals, 2) shorten the sales cycle, and 3) force-multiply your sales budget. It’s so important that if you don’t have a referral system in place, you’re 100% leaving money on the table. Don’t believe me? The Harvard Business Review conducted an…
Cold calling is one of the fastest ways to drum up business for your company – but only if you’re using one of the best cold call opening lines. If you’re just shooting from the hip and saying whatever comes to mind, you’re dead in the water. Thankfully, I assume you want to master…
Today we’ve got a handful of books on overcoming objections. These hard-hitting, no-holds-barred books are the BEST books on sales objections that will INSPIRE you and bring out the BEST in your sales team. While it’s not a definitive guide, in my opinion these are the top books on sales objections and rebuttals. And…
The B2B sales cycle can be a fickle mistress… It’s happened to the best of us. You prospect, qualify, and pitch. And just when you think you have the deal closed, it goes back for “further evaluation.” Then two, three, four months pass with lots of back-and-forth, and finally, when the stars align, you…
You have a product or service that you sell to other businesses, so it only makes sense that you’re searching for the best B2B sales strategy to crush the competition. I work with business leaders of all stripes on go-to-market strategies. And these strategies always have outbound sales at their foundation. The truth is,…
I recently wrote the ultimate guide to the BEST time to cold call, but I know a lot of salespeople and sales leaders really want to know when the worst time to cold call is. If that’s you, then you’ve found a treasure trove of information here to skyrocket your sales in 2022 and beyond. …
Ah, the salesperson’s dark night of the soul… when opportunity doesn’t knock. Or worse, it seems to run the other way! Most of us in business development are highly trained in what to do with an SQL when it’s given to us. But what happens when there’s no silver platter and we have to…
Did you know that 80% of the sale — no matter what you’re selling — is based on your tonality alone. It’s based on the way you talk. And that’s good news. It means that if you lead a sales team, or you make calls yourself, the odds are 80% in your favor to…
Cold calling in sales is incredibly effective, but only when it’s done with intentionality. This begs the question: When is the best time to cold call prospects? First, picture this… Two people go fishing on the same day. One of them gets up early with the sunrise, casts his line when the water…
If you’re wondering how to reach C level executives, you’re in good company. It’s the million dollar question! And I’ve got answers. How do you get C level executives on the phone? And once you get in touch, how do you make an impression to win the sale? I love it when people ask…
Looking to learn about the main differences between demand generation vs lead generation? You’re in the right place. Think about this … Your Sales and Marketing teams could make great dance partners, if only they’d learn to stop stepping on eachother’s feet! Who’s the clumsy one of the pair? Well, not to take…
Let’s talk about the biggest paradigm shift that SaaS has ever seen. It’s happening right now, and your SaaS sales process will never look the same again. Did you know that in the last 3 decades, more than half of the top 20 companies were completely new players? What’s more, in the past year…
It’s a familiar scenario and telling about the great SDR Marketing divide. I’m called into a company to help a sales team learn (or re-learn) how to identify and deliver qualified leads that turn into closed deals. And that’s when I discover something truly frustrating… What I find out is so disappointing, I need…
Lead generation is harder for technology companies than for any other sector. Primarily, it’s a fight against the tech founder’s own mind. Oftentimes, the founder thinks mainly of improving the product, much to the detriment of every other aspect of the business. Yes, even with a great product and rock-solid business model, they can…
Change can be difficult. It can be painful, and we can be slow to recognize the need for it. What we cannot escape, regardless of vertical or industry, is that things do change whether we want them to or not. When that time comes, we can either adapt and grow or be left in the…
In a perfect world, we’d set aside time to reflect on seasonal spikes and dips in growth the same way we set aside time for outreach. Often, though, seasonality in sales is overlooked, and if this is a pattern in your organization, it needs to be broken — fast. Because seasonality doesn’t only exist in…
It’s no secret that when it’s time to sell to large enterprises — players big enough that they might intimidate us — we have to rethink our strategies. Naturally, we can’t approach any two deals in the exact same way, but enterprises require even more attention, more resources, and more of our focus than small-to-medium-sized…
“So, what do you do?” is more than a pleasantry; it’s an opportunity to shine. You can’t use a one-size-fits-all approach to communicating your value. Even if you craft the perfect three-sentence pitch, it’s a bad habit to try to use it in all settings or with all prospects. The hard truth is that there…
Connecting with senior leadership can be difficult. Here’s how to make it happen. Whether you’re a seasoned sales pro or a new hire in your first week on the phones, connecting with senior leadership can be tricky. They, like you, want to build and maintain deep relationships with clients and vendors, but it can be…
This is not a drill. Presenting to an executive isn’t just another sales call. By the time a meeting with a C-suite decision maker is on the calendar, you’ve likely worked your way through middle management and explained your offer to a few people on the way up. But as you prepare for your meeting…
Executives are busy. Don’t blow it. No one has to be reminded that C-level executives are pressed for time. Despite hours upon hours of organization mapping and cold calling, breaking into a decision-maker’s calendar can feel like trying to break through a brick wall. You need to be concise and respectful of their time; and…
More C-level execs, and less “See-More” execs, please. Few things are more frustrating than giving your full attention (and best pitch) to a prospect only to find out they don’t have the authority to make a buying decision. Instead of speaking to a C-level executive, you’ve just spent time and energy with a “See-More” executive…
We all understand that lead generation is vital to the success of our business, but that doesn’t mean deciding on a lead generation service or lead generation method is easy. Understandably, it’s a process we want to get right from the beginning. But with options ranging from run-of-the-mill outsourced call centers to high-end lead suppliers…
In recent years, a lot has changed about sales; we’ve seen the rise of content marketing and the addition of digital touch points, to name a few. But one thing that will never change in this business is the need for a concise, compelling elevator pitch. It’s the simplest yet most powerful tool in your…
You landed the job, you’re ready to put in the work, but how do you know which skills and habits to prioritize for success? Sales development reps are in a unique position: They often have little to no experience in sales, but they’re the ones on the front line, prospecting for reps, putting in the…
Find Out in 4 Questions Designed to Bring You Up to Speed It can happen to any of us— since we are the product of our influences, we can be drinking the kool-aid and eating up the sales dogma without even realizing it. Old fashioned approaches toward selling still runs amok with the higher-ups. Sure,…
A sales slump can happen to the best of us. If you’ve been caught up in a dry spell and can’t seem to get your groove back, I challenge you to try these 7 tips. Each of these have been know to work for my colleagues, clients, and even myself. Apply them all at once,…
Want to pull ahead of the SDR pack? It’s as simple as recognizing and properly responding to a few key triggers. You’ve heard me say that the more intel you collect, the better your chances of landing that meeting, solving your prospects’ problems, and closing the deal. But the thing is, there’s a lot of…
Your SDR’s do a great job setting the stage for your sales reps. But you and I both know you could get more out of them. I’m here to tell you that you can get double their impact – this year. But ultimately, it’s going to count on you and your training prowess as you…
Let’s start this one with a little self assessment. If I set three different qualified candidates in front of you, but you knew that only one of the three would become a real sales superstar… would you know exactly what to look for? I’m sure you know that a great company is only as great…
Is your company’s “buyer persona” broken? If so, you’re missing huge opportunities. Too often people go to market with a great offer, but they’re shooting in the dark with their audience. They haven’t taken the time to sit down and crystallize exactly who their ideal buyer is. And it shows in low sales numbers…
Cell phones are phenomenally powerful. But what if I told you that for all of their sophisticated technology and flashy qualities, their most valuable feature for a sales person is still the dial button? Today it seems that everyone bows down to social media, trying to squeeze water from a stone with new-fangled marketing…
The lazy manager looks at the “Lead Generation” line item on his company’s expense report, shrugs his shoulders, and looks away. “What difference does it make,” he says, “…as long as we’re coming out ahead.” What if I told you the loss of margin in the sales process is not always found in the…
Go ahead, admit it. You’ve dreamed of calling up a big prospect, making a compelling pitch for a meeting to discuss your offer in person, and having them invite you in with open arms. Before you know it, Mr. Prospect is signing a top-dollar contract with no hesitations, and you both live happily ever after.…
Between qualifying leads and chasing half-interested clients, hitting your sales quota is hard enough to begin with. But, when you lack inspiration to even pick up the phone, is there an approach that can keep you on track? In reality, it all comes down to commitment. If you sit around waiting for the mood…
Everyone wants to increase their sales, right? Right. Then why do most firms and sales teams spend so much time and money sourcing rather than actually selling their product or service? More often than not, the ‘intelligence’ they’re gathering only serves as a distraction from the main goal. They end up knowing more…
I personally love sweaty-palmed salespeople – or at least I love the deals I get from them. Maybe you’ve met a few. Maybe you even have a few of them on your sales team. If so, you MUST read this entire post. Sweaty Palm salespeople… they’re intimidated by their looming quotas. Of course,…
The fastest way to close more deals and increase revenue is to outsource where and when it matters most. There’s no denying this. And smart companies are doing it more and more. Whether it’s outsourcing customer service, product fulfillment, or any role in-between — the genius of outsourcing cannot be overlooked. And the sales development…
Marketing or sales. Sales or marketing. It’s one of the oldest business decisions that execs have been making for hundreds of years. Where to allocate funds? Why? And… how? These questions will make or break even the most promising ventures. But before we even ask these questions, there’s something we have to clear…
The sales development representative — or SDR — has recently come under fire by many in the sales world. Why? Because apparently, they don’t “add value” to the sales team. I want to call BS on this and highlight exactly how they deliver tremendous value, and why you need SDR’s on your team. But…
Working in sales is hard. Period. No matter how many web articles promise to share the secret formula to making big money while working minimal hours, any professional salesperson will tell you those opportunities are about as rare as a golden goose. The actual tried and true strategy to becoming successful at selling…
What is an Elevator Pitch? Derived from the heart-racing, sweaty-palmed, make-or-break scenario of being in an elevator with an executive, the “elevator pitch” is all about preparation. When you have only seconds — not minutes or hours — to make a lasting impression, life really is a game of inches, and a challenge of…
Do you aspire to master the game of sales coaching? Good! There are few better places to invest to boost your sales productivity and improve your bottom line than optimized coaching for your sales team. Before we begin, here are some sales coaching statistics that’ll motivate you to put these 4 principles into practice…
Not all leads are created equal, and neither are lead generation companies. A great lead generation service will help you zero in on the “who” and the “how” of the sales process, getting you a high volume of quality leads, all while measuring and analyzing impact. This helpful guide shows you the ins-and-outs of finding…
Fact: Everyone is in sales. From the executive suite to the cubicle, whether well known in an industry or working fully behind-the-scenes… All workers, at all levels, are salespeople. Experience does not matter, title does not matter, all of that is meaningless if we don’t recognize and value that our role is primarily to…
He’s the author of popular books “Eat That Frog,” “Earn What You’re Really Worth,” and “The Psychology of Achievement” among others. We came across some of Brian Tracy’s sales tips and thought we’d 10x them and help you put ‘em into practice. So here are 9 top sales tips, adapted from techniques championed by Tracy.…
Imagine this: give your watertight sales pitch and absolutely nail it. You had your prospect oohing, ahhing, and nodding along, agreeing with you every step of the way, and even showing true excitement about your value prop. But then. . . the weirdest thing happens. They utter those dreaded words, “I need to think about…
Did you know that you really can become the salesperson you want to be? In other words, your skill level is not at all static or “set in stone.” Rather… your sales prowess is the masterpiece of your own making. Most people want to be be able to make a good living at what they…
We see it all the time. The sales executive returns to the office after getting skunked in the field. Immediately he starts blasting the marketing team: “The leads are garbage, totally unqualified, the prospect wasn’t even a decision-maker, and they weren’t even interested. . . If only I had better leads.” Of course, the marketing…
If you don’t get S.M.A.R.T. with your sales process. . . your deals will die on the vine. I see it all the time. A sales guy sits across from a C-level executive. The exec is a qualified lead with a big title and an even bigger budget. It’s shaping up to be quite the…
Guerilla data? What’s that?! Don’t worry. . . we’ll get there. But first I want to make something clear: If you’re not scheduling meetings and closing deals, and if you’re not consistently making quota, it’s likely because you’re not digging into the data and using it intelligently to inform your sales process. So let’s fix…
Cold Calling is NOT Dead in 2018. . . and I can prove it. Gone are the days of rifling through the Yellow Pages, frantically dialing number after number in hopes of hitting your quota. 35% answer rate, 15% on appointments, 5% conversions. This used to work, but not anymore. It kills me…