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Prospecting
Afraid of being too pushy-sales-prospecting-sellers-cold calling-social selling-voicemail
I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with sales people that have a bulldozer mentality. They’re not afraid to run over...
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More Pre-Qualifying-Less Guessing-How Sellers Spend Their time
On a recent interview by Paul Watts for his show Sales Reinvented Podcast he asked me “What’s one thing you wish you knew earlier in your sales career?” My answer: “I wish I would have known to be more hardcore at pre-qualifying.” Yup. Pre-qualifying prospects is critical and when I think of all the thousands...
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Find New Customers right under your nose
In a recent BrightTalk webinar, I surveyed the audience of sellers and asked, “What is your biggest challenge in prospecting?” I thought the results were extremely interesting – and they validated what I’m hearing from many businesses and sales pros about their challenges in new business development. Of the 120 some live viewers, those that...
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When is the last time a stranger surprised you? Made you stop in your tracks, jerked you out of your “zone” and piqued your interest? Every once in a GREAT while, I get a cold call from a sales pro that really makes me stop and listen for at least the first minute. The other...
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At a friend’s recommendation, this weekend I read a short but poignant book by Jon Gordon: Training Camp, A Fable About Excellence. You may recognize his name from one of his many other books, such as The Energy Bus, The Carpenter, and The Positive Dog. Jon has a gift to take business and life wisdom...
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Buyer, Manipulation, Trust, Prospecting, Differentiation, Buyer Journey, Closing, Leadership, Selling Skills vs Sales Techniques: What you should really invest in to improve results
*Note: This may ruffle your feathers. Good. If you disagree with me, let me know why. When I’m speaking at an event with sales pros, many times veteran sellers will approach me and size me up with these questions, “What techniques do you teach?”, or “What are the hottest new sales techniques?” I cringe inside...
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Marketing, Selling, Messages, Communication, Sales Process, Prospecting, Small Business, Growth, Value, Email, Social Media, Social Selling, LinkedIn, Results, Business Owners
Watching the sales activity of several sales teams lately, I have come to the conclusion that these teams are truly confused about the differences between MARKETING and SELLING. I work with many small businesses where the business owner and/or the small sales teams sell and there is often NOT a marketing department within the company....
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Are You A Sales Survivor? Selling, Sales Process, Value, Prospecting, Business Development, Lead Generation, Persistence, Determination, Grit, Sales Survivor, Incumbent, Success
Having spent many of my first sales years in the TV industry, I absolutely LOVE seeing the new fall shows in the July upfronts. We got a sneak peek into the new shows and the returning favorites. I still get giddy at fall previews and this year, couldn’t believe that Survivor was coming back for...
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Sales, Summer, Slump, Slow, Referrals, Value, Strategy, Connection, Prospecting, Engagement, Social Media, Email, LinkedIn, Voicemail
“Everyone’s on vacation”, “It’s too hot to get out and see a bunch of people”, “No one is making decisions right now” . . . Recognize these statements? They’re the little lies we tell ourselves because during these Dog Days of summer, we’re hot, we’re tired, and either trying to catch up from being on...
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I realized we’ve struck a nerve with this series, “Selling for Non-Sales People” when I mention we’ve rolled out this intensive and coaching program, the response is to grab my arm and say “YES! I NEED THIS” with giant eyes and emphatic jerking on my arm. The response in the first weeks has blown me...
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