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Turn the Year-end Slowdown into Surprising Sales

In sales it’s easy to write off the end of the year as unproductive, in effect turning a 12-month selling year into a 10 or 11-month year. People are in “holiday mode” and many businesses are in a holding pattern, waiting for budgets to be...
Posted December 9, 2011 with 176 views     
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The 20 Worst Prospecting Voicemail Mistakes Salespeople Make

Among salespeople who make sales prospecting calls, there’s a hot debate about whether or not you should leave a voicemail message. I’m of the opinion that you definitely should - but only once every three days. For a voicemail to have any impact...
Posted December 5, 2011 with 1,235 views     
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How to Find the Right Sales Mentor

Lately I’ve been hearing a lot of pretty successful people talking about how much they owe their achievements to their mentors. From vice presidents of sales to sales reps to business owners, they attribute their accomplishments, at least in part...
Posted December 3, 2011 with 110 views     
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Are You Burying Prospects - and Future Sales - Under a "Solutions Dump?"

Yesterday I took a cold call. I don’t take too many of them because frankly, I dislike the “all about me” attitude. However, I knew the company, and was interested to learn how they might address an issue I’ve been grappling with. One of the very...
Posted December 2, 2011 with 66 views     
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12 Tips to Close End-of-Year Sales Fast

It’s November and the fourth quarter of business for many companies, bringing with it crunch time for achieving your sales goals. You may find yourself pushing to attain your revenue goal but uncertain what you can do to speed customer decision-...
Posted November 10, 2011 with 176 views     
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Cold Calling Perfection: Are You Hearing This?

In email prospecting strategies, one of the first things I advise is that you send yourself a draft before hitting the final send. That way, you get a sense of what it's like for your prospects to receive your emails. You can quickly see where you...
Posted June 28, 2011 with 160 views     
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Are You Writing Sales Negotiation Emails Like Prospecting Emails

Email has become the primary communication tool for sales reps. We use email to prospect instead of cold call. We confirm meetings via email. We follow up on sales calls with an email. We answer prospects’ questions through email. We discuss...
Posted April 5, 2011 with 229 views     
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8 Steps to Reach Your Sales Goals

The end of one year and beginning of a new one is a great opportunity to examine your successes from the previous year, determine what you want to replicate, what you want to change and then set some goals for the new one.Because setting attainable...
Posted February 27, 2011 with 848 views     
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What Are Your Real Sales Goals for 2011?

What do your sales goals for the coming year look like? The most successful sellers usually have two numbers in mind: their quota, which is their piece of the company's yearly revenue target, and then another higher number that represents what they...
Posted January 30, 2011 with 1,435 views     
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How to Fix Your Prospecting in a Single Day

Sales prospecting is a lot like exercise.We all know that we need to do it, we usually have a good idea of how to do it, and we can be pretty certain of what the long-term results will be... and yet, that doesn't make it any easier.The issue, of...
Posted January 18, 2011 with 452 views     
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What’s Holding Your Prospecting Back?

There aren’t many certainties in selling. What works well for one person can be a dead end for another, and what looks like a sure sale can easily deteriorate into a missed opportunity. One thing you can count on, however, is that a lack of strong,...
Posted November 18, 2010 with 467 views     
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How to Avoid Becoming a Digital Prospecting Lemming

My article “Prospecting Letters Still Open Doors” sparked quite a response from readers recently and I just have to share their ideas with you! They disclosed their best secrets for using letters to gain access to some of their toughest prospects....
Posted October 12, 2010 with 597 views     
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