by chris | Mar 27, 2013 | Sales Process, Sales Prospecting
To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. Don’t stop until you’ve completed 8 touches. When it comes to prospecting, there is no magic bullet. The honest truth is you have to do the...
by chris | Mar 25, 2013 | Sales Motivation
We have all been in a situation at one time or another where a situation simply doesn’t go the way we want it. It might be a customer reacting negatively to something or it could be any number of things, but suddenly you feel yourself fighting to stay positive....
by chris | Mar 9, 2013 | Sales Prospecting
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...
by chris | Feb 27, 2013 | Sales Process, Sales Prospecting
Without a doubt, the best time to get a hold of the hard-to-reach person is between :58 and :02 each hour. The reason this is ideal is because it is the one time when a busy person is most likely to be between meetings. If the person also is one who spends a lot of...
by chris | Jan 8, 2013 | Sales Process, Sales Prospecting
“Informed-calling” is the prospecting method where in place of making cold-calls, you instead call potential customers with a specific reason based off of something you’re learned about them. An example of how it works is you might be selling B2B in...