When prospecting, sometimes, no matter how nice or professional you are, the person you are calling on will tell you to “go screw yourself,” scream
Madison left her appointment with Dr. Roberts, walked straight to her car (with me following), got in and drove away. “What about all of the other doctors in that complex? “
I’ve been teaching salespeople how to prospect since I was in my twenties. Prospecting skills – interrupting the day of a prospect via phone, email,
Here’s a fun game to play at your next gathering of friends and family. Ask them how they feel about salespeople using text messages for prospecting
Here’s a fact of life: according to the Harvard Business Review the average business executive gets 200+ emails a day. Add to that the
I don’t remember where I found the eleven words that changed my sales career. I think I may have stumbled on them in a newsletter or
You landed the first appointment, conducted good discovery, developed relationships with stakeholders, and advanced your opportunity step by step through the pipeline and now it
To your customers, YOU are the company. Therefore, it is up to you to apologize for mistakes when things go wrong. It is in our
The number one reason for failure in sales is an empty pipeline. The number one reason for an empty pipeline is the failure to prospect
But wait Jeb! The experts suggest that getting people to call me is much easier than cold calling. That’s the hard way. It’s so old
In today’s world there are two types of salespeople. VEGETARIANS and HUNTERS Vegetarian salespeople are order takers who sit around waiting to get luck