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Recently I received a phone call from a salesperson I’ve known and have worked with for a number of years. The voice on the phone was ecstatic. He was telling me of a new customer he had just landed. Knowing the person’s business, I was surprised he was calling me regarding the landing of a [...]
For years I’ve collected and saved examples of good and bad emails. We’ve all received bad emails and I’m pretty certain we are all guilty of sending a few bad emails as well. The example below is an email a friend sent to me. (I’ve changed specific names and companies mentioned, because these details are [...]
When is the best time to call those high-level prospects who consistently are hard to reach? As a salesperson, you likely have experienced difficulty in reaching executives and mid-level managers on the phone. They are extremely busy and attend many meetings. The best time to call people like this is at the top of the [...]
Many times the best way to reach a decision maker is by leveraging a salesperson in the decision maker’s own company. The strategy might sound strange, but it works — especially when you can assist the salesperson who is helping you. The strategy is quite simple. Call the sales department in the company you’re trying [...]
The number one issue people have in sales is sales prospecting — trying to find new customers. I think it ranks ahead of closing, negotiating and every other part of the sales process. With that said let me break down into two easy steps everything I’ve ever taught others or done myself with regard to [...]
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