by chris | Oct 15, 2015 | Sales Leadership, Sales Process
If you want new strategies for driving revenue and acquiring more (and better!) customers, then you won’t want to miss the upcoming Customer Acquisition Symposium DC-2015. On November 13 in McLean, VA, I will be speaking with 5 other sales thought leaders...
by chris | Jul 8, 2015 | Sales Process
1. Ask this key question to ask every prospect during the first contact: What is your timeline for making a decision? It only makes sense that if your goal is to close sales faster, you must be working with prospects who are most likely to buy NOW. A prospect...
by chris | Apr 24, 2015 | Sales Leadership, Sales Process
Your goal is to meet with the CEO, but you can’t get to them. The gatekeeper is blocking you. Here are 4 things you can do to get past the meeting with the CEO: Send an email Saturday at 6 AM. If you know the email of the CEO, send them an email at 6 AM on a...
by chris | Jun 28, 2014 | Sales Process, Sales Prospecting
I’ve heard of too many salespeople pouring too much time into social media. If you are defaulting to social media as your primary strategy to boost sales, then I want to challenge you! You need to use your optimal selling time to get out and sell. Sure,...
by chris | Jan 2, 2014 | Sales Motivation, Sales Prospecting
It’s a new year! Congratulations on the opportunity to make it happen for your customers. Don’t waste it getting ready. Don’t waste it laying out strategies and goals for the year. Don’t waste it organizing the office. It’s January 2,...