When is the Best Time to Cold Call?
When is the Best Time to Cold Call? “When is the best time to cold call? I have had so many opinions and discussions with others suggesting the best times to cold call, however, these do seem to regularly contradict each other. Please let me know your thoughts?” If you want to be successful selling […]
Losing Deals to Cheaper Competitors?
3-Steps to Win RFP’s When Competing with a Low-Cost Provider “How do you win RFP’s while competing Vs. a low-cost provider?” Step 1) Uncover what problems they are wanting to solve (and why they want them solved) and make sure what you offer is a good fit. Your job as a salesperson isn’t to “close” […]
How to Get Out of a Sales Slump
“I’m in a sales slump and in serious jeopardy of falling too far behind to hit my annual sales quota. What should I do?” Falling into a sales slump is a problem all salespeople have to deal with at some point in their career. And if you’re a straight commissioned, or heavily commissioned (low […]
It’s Harder Than Ever to Make Cold Calls?
This 3-Minute YouTube Video May Change Your Mind! Do you believe it’s harder today to cold call? We need to talk if you believe cold calling is harder today than 5, 10, 15, and 20 years ago. Today’s sales professionals can quickly build pre-qualified prospecting lists in minutes. Yesterday’s sales professionals had to use […]
The “We’re still evaluating” Follow-up Sales Email Response
Follow-up Email Response So you had an excellent qualify call and sales presentation, and everything pointed to them signing up, and they needed to discuss a few things internally but said they would be back to you in a few days – and they honestly sounded like they meant it. And for this scenario, let’s […]
Sales Email Best Practices
Three Reasons Your Sales Email Fails to Get Appointments Sales email has become the preferred method of outbound prospecting by most SDR’s for a while now, and I understand the appeal. You can reach out to more prospects in less time without feeling the sting of rejection when a prospect says, “No, thanks,” “Not interested,” […]
End of Month Sales Quota Pressure
End of Month Sales Quota Pressure – How to Deal When Deals Are Short “I’m struggling to hit my sales quota, and the month ends in a few days… What can I do?” OK, so here’s the problem: You’re stressed. Bills are piling up, and the month is closing in on you fast. Deals you […]
How to Generate Sales Leads
How to Generate Sales Leads “What if it’s hard to get past the name of my company? I have a strong value prop, but as soon as I say my company name, they cut me off with “Not interested”. I don’t even get a chance to get my opening statement OUT before getting shut down. […]
How to Answer “Is That Your Best Price?”
How to Answer “Is That Your Best Price?” “I received a call back from my prospect (who is the info gatherer) regarding a proposal we’ve been working on. She said her boss (read: decision-maker) was interested in setting up a meeting with me to discuss the project further, and then she asked me if what […]
The Sales Follow Up Email: How to Push Without Being Pushy
The Sales Follow Up Email: How to push without being pushy OK… so you had a GREAT initial sales conversation with your prospect and things seemed to be moving along and then… crickets. You’ve called, left a voicemail, and even sent a sales follow-up email. Maybe you even have the ability to track and see […]