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…
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…
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…
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…
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…
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…