Latest Articles
Latest Articles
4 Simple Truths About Successful Selling
1. Simple is always better. The simplest solution is always the best one, and so is the simplest sale. If your process requires five phone calls, try it in three or four. If you're using 20 slides, how can you simplify to 10 or 12? Simplify to void, which means...
8 Huge Benefits of Making Proactive Calls
A proactive sales phone call is defined as calling a customer or prospect when nothing is wrong. Because nearly every other call your customers get revolves around a problem for them to fix, or an urgency for them to react to. The purpose of these proactive calls is...
Always Ask For The Business
Never end a phone call unless you know what the next step is. I call these pivots to the sale, or, if you're not at that point yet, pivots to the next commitment. Always pivot to the sale or next commitment, on every call. Because unless you clarify specifically...
“Success is going from failure to failure without losing your enthusiasm.”
Winston Churchill said "success is going from failure to failure without losing your enthusiasm." First, this is a rich, complex and profound observation on life in just 11 words. These are the words of a genius. Second, Churchill's statement applies totally and...
Grow Sales By Calling People You Know
There's a lively conversation happening on my LinkedIn post today -- a poll -- about the role of cold calling in the future. Many state that there is simply no need to cold call people, with so much information available to us via powerful resources like LinkedIn. I...
Welcome to The Roaring 2020s
It's March 1, and I love it when a Monday is the first day of a month. Those of us who sell have 10 months left to make this year a success. That's over 83% of the year. Even if you haven't had a great start to the year, there's plenty of time to center yourself,...
Who to focus on while prospecting
When you’re prospecting, don’t just focus on new customers, speak to your existing and past customers as well.
Pick up the phone and get there first
The quickest way to reach and speak to a prospect in sales will ALWAYS be to pick up the phone and call them.
Be a sales leader
Sales leaders,
If your sales team is scared of you, you’re doing it wrong.
Should you leave a voicemail?
Should you leave a voicemail? Here are my thoughts.