by chris | May 30, 2018 | Profit Maximizing Price, Sales Prospecting, Uncategorized
How quickly should the topic of price come up in a prospecting call? I’m sure you’ve faced this issue. You’re having a first or second conversation with a prospect and the issue of price comes up, and suddenly you’re in a prospecting dilemma...
by chris | May 29, 2018 | Sales Prospecting, Uncategorized
Want to excel at prospecting? Of course you do! How you manage time and, more importantly, how disciplined you become in dedicating blocks of time to prospecting, will greatly impact your success. I cover prospecting time management in my book High-Profit Prospecting....
by chris | May 25, 2018 | Sales Leadership, Uncategorized
Last week I had the privilege to speak in both Mumbai and Chennai, India. A total of 7 airports and 8 flights in a period of 6 day, and yes — 4 of the flights were quite long. During this time, I experienced a wide range of cultural norms. Some were in sync...
by chris | May 23, 2018 | Sales Prospecting, Uncategorized
Recently I was on a call with sales managers discussing prospecting calls and the right way to make them. The universal response I heard was how their salespeople almost always lead with what they do and the services they can provide. I asked how many of the...
by chris | May 22, 2018 | Sales Prospecting, Uncategorized
Sadly, too many salespeople think the phone is an outdated method of prospecting. Guess again! It’s a great tool for prospecting, and you should definitely have it in your tool bag if you want to be successful. I cover telephone prospecting extensively in my...