How Many Leads Should Sales Reps Work Per Month?
How Many Leads Should Sales Reps Work Per Month? Determining how many leads a sales rep should handle per month is a critical data point for growing revenue—the answer affects forecasts and hiring. Too many leads and not enough SDRs (sales development reps), and you’ve wasted valuable marketing dollars. Too many BDR’s (business development reps) […]
Happy with Our Current Vendor Phone Sales Objections
Phone Sales Objections “I’m Happy with Our Current Vendor” If you or your sales team is struggling to put ink on the board because of phone sales objections like “I’m happy with our current vendor/supplier,” this blog post is for you. Phone Sales Objection: “I’m Happy with Our Current Vendor” There are two spots you […]
The 30-Second Sales Voicemail Rule
Are Short, Vague Sales Voicemail Messages Recommend? “My decision-makers let everything go to voicemail. I posted my dilemma on a LinkedIn sales group asking for advice, and one person said I should call, give my number, leave my first name and say, “I have a question for you,” and then hang up. What are your […]
Negotiation Skills Training: The “Better Price” Ask
How should you respond to the scenario presented below? “My manager said a 10% discount is not enough. He says compared to other options, a more acceptable discount would be 20%. Can you match this discount?” Negotiation Skills Training: The “Better Price” Ask Negotiation is the fun part of selling. It usually means you’re approaching […]
Dealing with Stuck Deals
“What can I do to push the sale through the final stage? I feel like some of my deals are in limbo.” First, let’s start with letting you know that having some deals you are working on seem to be in “limbo” is expected. If you’re a successful sales professional, you will have a mixture […]
Asking the Right B2B Sales Questions the Wrong Way
Asking B2B Sales Questions Over the Phone? Here’s How to Avoid Scaring Prospects Away Knowing what to say and when to say it isn’t enough for selling by phone. The real home run hitters have a very fluid tone to their conversations that put prospects at ease. Their prospects can “feel” the sincerity over the […]
How to Handle Holiday Sales Objections Over the Phone
How to Handle Holiday Sales Objections Over the Phone “I’m starting to get the “CALL ME BACK AFTER THE HOLIDAYS” Stall. What should I do? Are these legitimate requests?” OK, let’s start by me asking you a question or two… Question 1: Have you ever called a prospect back after the holidays? I’m going to […]
Sales Goals for Inside Sales Reps
Sales Goals for Sales Reps “What Should My Individual Sales Goals Be?” Great question. It tells me that you are a self-motivated individual who wants to have a say in your fate. You are already a step ahead of the herd. Are We Talking about “Activity” or “Results” Sales Goals? “Activity” sales goals are what […]
Your Fear of Cold Call Rejection & What to Do About It!
“How Do I Overcome My Fear of Rejection When Cold Calling?” Learn how to get more prospects to “raise their hand” first (warm calls) or… Stop using a selling process that keeps getting you checkmated on the opening move. WORK IT BACKWARDS To overcome something you need to know the root cause. Fear of cold […]
Fix Your Cold Calling Script to Grow Revenue
Is Your Cold Calling Script Creating More Problems Than It Solves? A solid cold calling script will give your sales team a step-by-step road map on how to get prospects from “Hello, my name is” to “Thank you for your business”. If your sales team hears “No, Thanks,” “Not Interested,” “We’re All Set!”, “No Budget” […]