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.…
If you’re in sales, then chances are you know all about the discovery call. You’ve been on these calls, calling the shots, asking the questions. You might even see yourself as a discovery call KING. But here’s the honest truth. You’re probably not. No offense – I’ve just found that many salespeople completely botch…
There are two approaches you can take in B2B sales. The first approach is to show up with an air of authority and confidence. You know your value and your time is just as important as your prospect’s time. So when you make that cold call or join the sales meeting, you typically aren’t…
Sales is a game of slim margins. That’s what makes our field the most thrilling field in the world. You walk a razor-thin edge between hearing “Yes, Tuesday at 10 sounds good” and “No thanks, not interested.” And the margin for error isn’t any more forgiving in the deal-making stage. Do all the…
Closing deals isn’t some magical process. It’s not something that certain salespeople are gifted with, while others have to admit defeat. Closing is for everyone. And closing is for YOU. You just have to know the time-tested techniques that I’m going to share today. And I have to say — these are worth…
If you cold call… you hunt. If you cold email… you hunt. If you lead sales meetings and close deals… you hunt. If you do prospecting… you gather. If you follow-up with interested leads… you gather. You’ve heard sales likened to hunting before. That’s nothing new. But you’ve probably never…
As you know, the B2B sales world is teeming with acronyms. We’ve got SDR, BDR, AE, ABM, CRM, KPI, and the list goes on and on. Alphabet soup, anyone? But two of the most critical acronyms to know are MQL and SQL. Understanding these six letters can literally make or break your sales organization. …
Question: How do you know someone went to Harvard? Answer: They will tell you. It’s funny, and it’s usually true. After all, it’s hard to keep a good thing to yourself… especially when the good thing is as interesting and impressive as a Harvard education. OK – no Harvard education? Maybe you…
Stories are the lifeblood of marketing and sales. So it’s no secret that the biggest brands in the world tell stories to motivate their audience to action. With that in mind, why aren’t more B2B salespeople telling stories to increase their sales numbers? Even the shortest, simplest ads in history are story-driven…
Selling is both an art and a science. I’ve written extensively on sales metrics and KPIs, dopamine in sales, and other scientific topics. But today I want to make the case that sales is an art form. In fact, it’s more of an art than you could ever imagine. And that’s not all —…
If you’re in sales, there’s a high chance you have a competitive drive. You want to become the best, or at least become your best. And you know that getting there requires you to be intentional and proactive. In other words, you know you must take your career into your own hands.…
There’s no doubt you’ve heard the proverb, “You reap what you sow.” And maybe you’re applying this wisdom to your sales career already. If so, keep it up. But chances are you’re not applying it to your sales role like you could be. Or if you are… you’re happy with reaping a modest…
It’s no secret that your mind is your #1 weapon in sales. And the main reason why is dopamine. Dopamine is a neurotransmitter that motivates you to do basically everything in life. If you lack dopamine, you lack motivation. And if you get too much dopamine, you’ll have trouble focusing, mood swings, anxiety,…
Sales is a thrilling career. In what other field can you get paid to build relationships, help others, problem solve, enjoy healthy competition, and make loads of money? But the truth is, not all sales jobs are created equal. Some sales positions (or managers or colleagues) will drain you mentally and emotionally — to…
So you want to be an Account Executive? You must first become a top producer to make this career advancement. How do you become a top producer? You follow the steps I outline in my latest article The Secret to Sales Success: Outwork Your Boss. Work ethic is a prerequisite for any promotion,…
AI is everywhere these days — or at least in every conversation about the future of sales. And in one of my recent articles, I argued it’s critical to utilize AI to get ahead. But that doesn’t mean AI is perfect. The truth is, it’s not even close to perfect. Even the makers of…
One word, three syllables: Understand. That’s the magic word… “Understand.” So what’s the big deal about this word? And how can YOU make it work for you starting today? Great questions. And I’m answering them today. You see, if you would only seek to understand, your sales numbers would shoot through…
Hard work beats talent any day of the week. I’ll hire a young guy or gal who’s hungry and driven before I’ll hire a Harvard grad with pedigree and entitlement. I need to see a burning desire in their eyes. I have to. I have to see that they are willing to outwork…
“Whether you think you can, or think you can’t, either way you’re right.” You’ve probably heard that Henry Ford quote before. It makes its rounds because it’s THAT good. Henry Ford built his multi-billion dollar legacy on the back of those words. Yes, a few good words can inspire a lifetime of achievement.…
Every “No” in sales is like a bullet. It can sting. It can lay you out for days. It can even kill. Or… if you have the right mental armor, it can bounce right off you. But you can’t dodge these bullets. They will hit you. In fact, if you’re doing things…
Numbers don’t lie: According to Sales Hacker, 83% of sales professionals believe their environment has a significant impact on their performance. And they’re right. You’ve heard the old maxim “nature vs. nurture.” Some say nature (your biology) makes you successful, while others say it’s nurture (your environment). You can’t really change nature, but you…
“If you ain’t first, you’re last.” -Ricky Bobby Sure, it’s funny. But this quote is 100% true in B2B sales. If you aren’t the first salesperson to contact the prospect when he’s ready to buy, you will probably fail to close the deal. There are no second place trophies in sales. But let’s…
Companies that nurture leads create 50% more sales-ready opportunities than those that don’t nurture leads. Yes, 50% more sales-ready leads! Now, it might shock you that fewer than 50% of companies do anything to nurture leads. Not to oversimplify things, but according to those statistics, there’s a high likelihood that you can improve…
Let’s be real. Building a team stacked with rockstar salespeople is no easy task. The usual process goes something like this: Writing and posting the open position(s), getting tons of applicants (many of whom are unqualified), screening candidates, sifting through the qualified ones to find the needle in a haystack, interviewing, onboarding, and so…
So you want to close more deals and crush your sales numbers this quarter? Then you have to start opening story loops when cold calling and anytime you’re on the phone with prospects. Wait… story loops? What’s a story loop? And how do you “open” one? Don’t worry – today I’m sharing…
If you’re a regular reader of my blog, you know that sales has a lot in common with soccer. And seeing that I was inspired by sitting front row at a Real Madrid game last week (yes, it was incredible),I’ve got some serious soccer/sales value to drop today. So picture this… There’s 5…
Imagine you’re at a car dealership, and you see a cherry red Porsche Macan sitting in the lot. The price on the windshield says $114,000. That’s a lot of money for a car, you think to yourself. It’s way out of budget, but you ask about it anyway. The car dealer says there’s a reason…
Ask yourself – what’s going on in your prospect’s mind during your very first conversation? Pricing. Period. They want to know “how much you cost.” That is… until you start leveraging the power of tonality and emotion. Once you learn how to do that effectively, the hangup of pricing almost goes out the…
It’s 2023, and content is still king. That’s why TikTok has blown up. That’s why Google (blogs) and YouTube (videos) are the two biggest websites in the world. That’s why the Harvard Business Review says that content is no longer a luxury, it’s a necessity. And I’m here today to say that…
If you’re in B2B sales, you know that it’s complex, chaotic at times, and absolutely thrilling. With prolonged sales cycles, the buyer journey is becoming less of a sprint from start to finish and more of an ultra-marathon through difficult terrain. It can be grueling if you don’t have your wits about you. That…
Today’s B2B sales strategy is for the SMB founder, CEO, or biz-dev leader. You want sales. You need sales. And you know that sales is the lifeblood of your organization. No closed deals, no business. That’s why I recently wrote about the three C’s of relationship selling: Connect, Care, and Contribute. Connect with…
According to HCI, a lack of clarity is killing organizations. When people are unclear of their role and expectations, things start to fall apart. But what about clarity at the individual level? Why is it important that YOU have clarity as you move throughout the thrilling world of B2B sales? Don’t worry, you’ll…
Imagine this scenario. You are a local in a small Portuguese village fifty years ago. You’re walking your sheep along a country road. Suddenly you cross paths with a foreigner, who looks completely lost. How do you help the traveler out of his predicament? You don’t just start giving directions — that would never…
The statistics are absolutely staggering. Studies show that close rates hover around 30-40% for top sales pros. That means for every 10 SQL’s, three to four make it down funnel and convert to a customer or client. And for the average salesperson… they’re looking at a 20% close rate on average. Pretty…
There’s the LinkedIn we all know and love. And then there’s LinkedIn’s smoothe older brother, LinkedIn Sales Navigator. If you’re not familiar, Sales Navigator is a social selling platform for B2B sales. It’s where people go to discover new leads, connect with prospects, and ultimately drive revenue for their organization. The last I…
Let’s be honest. This nation was built on multitasking. Our founding fathers simultaneously built cities and towns, overcame British rule, penned The Constitution, and even spruced up their wigs at night. How did they do it all? By juggling many things at once. Multitasking is all about juggling, and it turns out, juggling is…
This might blow your mind. According to a Harvard study, a toxic employee can have a net negative impact on a business that’s far greater than a rockstar salesperson’s net positive impact. Let me say that another way. You’d need two sales rockstars to make up for one toxic salesperson in terms of lost productivity,…
Every seasoned sales pro has stories from their early days in the game. First day on the job. Sitting in a cold office with fluorescent lights buzzing overhead. A Yellow Pages phone book dropped on their desk. And direct orders to get dialing. That was before sales enablement. But we got by with…
At this point, if you haven’t heard of ChatGPT, or GPT-4, then you’ve been living under a rock. But what IS ChatGPT? And how can you use it to increase sales? First, ChatGPT is a “Large Language Model” produced by OpenAI capable of producing text-based answers almost instantly to the questions or prompts you give…
Procrastination is the silent killer of dreams. I’ve seen too many talented sales people fall victim to procrastination. They sit at their desk in the morning. They put on their headset. And just when they’re about to make the first call of the day (which is ALWAYS the hardest call), they chicken out and…
There are two types of people in sales right now. First, there are those having an existential crisis because of the sheer disrupting power of AI — especially in the last couple of months (AI is everywhere!). For these people, their inner dialogue goes something like this: “I don’t want things to change… I…
“Can you send me info?” Or, “Can you send it in an email?” We’ve all heard it. Some of you might even hear this on a daily basis. And while it looks pretty harmless at first glance, it’s actually a sales objection, and it’s one of the most dangerous objections you’ll come across. …
What happens when you put a busy CEO or VP on the phone with a first-year salesperson? It usually goes something like this: Nick (sales guy) calls Jane Smith (prospect) Jane: Hello, this is Jane. Nick: Hi Jane, this is Nick with Peak Software Jane: *suspicious* OK hi. Nick: *anxiety sets in and goes…
Trash your buyer personas. Bold statement, right? Well it’s a different world out there, and the same strategies and tactics of yesterday no longer work. And let’s be honest, this isn’t corporate marketing. This is sales. We have different metrics, goals, and ways of being. Now, I’m not saying trash ALL buyer personas.…
The C-suite is home to the busiest of all professionals. Take a quick peek at a CMOs Outlook calendar and you’ll see back-to-back-to-back meetings, all day, every day. So how can you reach C-level executives with a B2B sales approach? Is it even possible anymore? First, of course it’s possible. But it’s true they…
According to Forbes, the roles that Artificial Intelligence (AI) will first eliminate are: Factory workers, couriers, investment analysts, security guards, and _____________. Is “B2B Sales” the last on the list? Well, I first want to share with you my own expert take on this. The concern of whether or not AI robots will…
Catastrophizing. It’s a big word with even bigger consequences. But what is it, and how can you be sure you’re not falling into this trap like millions of salespeople around the world? According to Psychology Today, catastrophizing has two parts: predicting a negative outcome to occur, and jumping to the conclusion that if the…
You know that referrals are like gold in the game of sales. When a customer or client opens their rolodex and shares contact info, with a thoughtful intro to boot, you’re almost certain to close that deal. Referral-based selling is the smartest way to sell, hands down. But how do you get referrals? Well, it’s…
We’re almost a quarter of the way into the new millennium, and this whole stakeholder thing only seems to get more tricky. Did you know there are now an average of SIX decision-makers who have a stake in the buying decision at big companies? That means there are more opinions at the table than ever…
If you want to succeed in sales, you must have fun on your sales calls. In fact, I’d even say that if you’re not having fun, then you’re doing it wrong! Not to worry though — today we’re going to find out exactly how to make sales a blast so that you can start enjoying…
You’ve heard that sales is all about mindset. This is true, and I teach this principle all the time. But thankfully we don’t have to cross our fingers, rub a rabbit’s foot, or wear our lucky underpants in hopes that our positive mindset pays off. That’s not how it works. Winning mindsets actually lead…
A study by the University of London found that multitasking is bad for your brain (and can even tank your sales career!). The study showed that multitaskers experience an IQ decline similar to those who have stayed up all night. And why do people multitask? Because they lack routine. Plain and simple. If you’re…
Imagine being in the dating world and hitting brick walls everytime you asked a girl or guy on a second date. Rejection after rejection. Wouldn’t you want to get to the bottom of it? Maybe it’s your breath? Or maybe you talk about yourself too much. Well, you wouldn’t know why you’re coming up short…
Warren Buffet once famously said, “The more you learn, the more you earn.” And this is one of the biggest truths in sales. It has always been true, and it will always be true. But the difference is that today we have a limitless amount of resources at our fingertips. From e-courses to business…
For most salespeople, prospecting is their least-favorite part of their job. It’s the fear of the unknown and uncertainty. So don’t feel bad if prospecting gives you anxiety. It’s like waking up each day and having to “fish” for your meal, not knowing whether or not the fish are biting — or if there is…
The Harvard Business Review doesn’t mince words when it describes the gatekeeper’s function. “By controlling (literally keeping the gate open or shut for) information and, sometimes, vendor access to corporate decision makers, the gatekeepers largely determine which vendors get the chance to sell.” In other words, love them or hate them, gatekeepers play a…
If you’ve ever listened to Tony Robbins, you know he’s all about fundamental mindset shifts to achieve peak performance. He also talks a lot about hacks — whether it’s lifestyle hacking, biohacking, efficiency hacking, or growth hacking. And there’s a reason why the number one motivational speaker in the world (Robbins) gets on his…
Need a pick-me-up? Try smiling. Want to persuade others. Try smiling. Looking to book more meetings with c-level executives? Yep, you guessed it — try smiling. Studies have shown that smiling has a whole range of positive effects on the brain, body, and emotional well-being. So it’s no wonder smiling has become a go-to…
Dr. Kessler, a professor at Harvard Medical School, says “The goal in life is constant hypomania: you never sleep too much; you’re on; you keep going.” (Source) A hypomanic person is someone who is “abnormally upbeat, jumpy or wired.” They have increased activity and energy. And they have an “exaggerated sense of well-being and…
A sales development representative (SDR) is responsible for generating pipeline, usually by cold calling C-level decision-makers. Their main responsibility is to get qualified sales meetings on the calendar. Easy, right? Well, it’s not hard to make money as an SDR. Just show up, put in some effort, and you’ll do all right. But…
The 2022 World Cup is in full swing, and the U.S.A. national men’s soccer team gave it a valiant effort. Let’s learn what we can take away from the performance and use to succeed in sales. Specifically, let’s dissect the performance of Captain America himself, Christian Pulisic. You’ll recall that we tied Wales (strong…
Last week we kicked off the 12 Days of Christmas with some timeless cold calling wisdom. To recap, each day so far we focused on just one of the principles or strategies outlined below. They included: Master Your Mindset Focus on Inputs Be Cordial but Confident Build Relationships Don’t Pitch Anything but Time Sell to…
December is here and that means Q4 is coming to a close. More importantly, it means that Christmas and a whole lot of quality time with family is right around the corner. So I wanted to take this opportunity to write an article on some timeless lessons that every SDR and salesperson can take…
This past year, 2022, has ushered in loads of changes in the world of sales. Sales technology has advanced, video prospecting has gained serious momentum (hello Loom), and sales teams are increasingly becoming remote with work-from-home culture thriving. But that was then, this is now. The year 2023 is upon us, and if we…
Back in the glory days, before the internet, it was normal to call a prospect again, and again, and again. Living and dying by the phones was the name of the game in outbound sales. Now don’t get me wrong, cold calling is still the most powerful tool in the salesperson’s toolbox. But today…
Awkward silence. Most people hate it. But it’s one of the top-secret tools of the best salespeople in the world. If you know what you’re doing, you can deliberately leverage silence to your advantage. In fact, I’d even say silence is a salesperson’s best friend. Don’t worry, I’m going to unpack it all…
I recently wrote part one of pattern interruption in sales. I showcased the “how” and “why” we break patterns during the cold call. So today, I want to show you just how powerful pattern interruption can be during the demo or sales appointment. Also, I promised you cake for this one. That’s right, cake.…
Cold calling isn’t dead. But you know what is dead? The expected canned scripts, and monotone voices and personalities. “Hi, this is Peter from XYZ, did I catch you at a good time?” That’s not only dead, it’s been 6-feet-under since the 1990’s! But the sad thing is, 87% of companies still take…
“Hi, this is Samuel and I’m calling from Products & Services International. Do I have the owner of the company on the line?” Click. Gone. Done. You never stood a chance. If you aren’t personalizing your outreach, you’re leaving bags of cash on the table. More importantly, you aren’t reaching and helping people…
You’ve heard it said that cold calling is a numbers game. And it’s true, to a point. If you call 50 prospects, you might book a few meetings. If you call 500 prospects, you’ll book a whole lot of meetings. The more prospects you call, the better your chances of landing a deal. If…
There’s no denying the power of cold calling. Millions of companies have been built (or at least got their start) by cold calling prospects to sell their products and services. Sales aside, people cold call to get their dream job, raise support for political campaigns and charities, and I’ve even heard of athletes cold…
Did you know that according to one study, approximately 80% of decision makers accept meetings with sellers who cold call. That’s 8 out of 10 buyers, proving that cold calling is far from dead. With so many C-suite decision makers willing to take cold calls and book sales meetings, why is it so hard…
Mistakes happen, even in sales. But the pros learn from their mistakes and use that knowledge to their advantage. So today I’m highlighting a handful of sales pitfalls, some of which you might be doing daily. Take these to the bank and you’ll find yourself (or your sales team) closing more deals, and more importantly,…
Value-based selling is a big buzzword in sales. And for good reason! We should be selling our VALUE and not the tangible features (or even benefits) of our products or services. But I’m going to zoom in a bit today. I want to focus on Value vs. ROI, which is going to require you…
You chose sales as a career. Or maybe it chose you. Either way, you know that it takes momentum and persistence to succeed in the thrilling sport of sales. If you want to be counted among the sales giants — or at least take home a healthy six figures — you have to get…
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…