Is LinkedIn Prospecting Still “Cold Calling”?
“How do you get sales reps to have better results with LinkedIn Vs. Cold Calling?” Based on your question, I’m going to assume your sales team is not generating the results you had hoped for with respect to using LinkedIn to help them hit their sales numbers. Here’s why that may be happening – and how to fix […]
Sales Appointments: Getting Prospects to Show Up
“What is the best way to make sure prospects show up and don’t skip out on sales appointments? I send calendar reminders, but my cancellation/no-show rate is still too high.” There are different “stages” or scenarios regarding sales appointments. For example, you could be setting up a sales appointment for one of your field (face […]
Nervous Before Making Sales Calls? Here’s How to Fix That
“I get nervous before making a sales call… Any suggestions?” If a salesperson is “really nervous” before making a sales call, that is only happening because one of three things are at play: You’re a CAPTAIN WING-IT You pick up the phone and say whatever “feels right,” which often leaves you battling the “No, Thanks,” […]
How to Use References to Win New Business
How to Use References to Win New Business “I thought when a prospect asks for references, that is considered to be a buying signal. The references we give out are from very satisfied clients that have given us permission to do so, but we still aren’t seeing an increase in sales on those situations. What […]
Prospecting – The Achilles Heel of Inside Sales
“I’m responsible for prospecting my leads, and the results I want aren’t there… Any advice?” I’ve found that the salespeople who struggle the most to make quota have two things in common: They are using a flawed sales process (and in most cases don’t even know it) They call on low % prospects — a lot. This […]
Cold Calling Gatekeepers: What to Say and Not Say
Cold Calling Gatekeepers: What to Say and Not Say “I am in charge of cold calling companies to set up face-to-face appointments in the hopes that they may be open to changing banks. When I call and get the Gatekeeper, I mention my name, my company and the reason for the call – and ask […]
When’s the Best Time to Prospect?
“I’m responsible for generating my own leads. When’s the best time of the day to prospect and make new sales calls?” Prospecting and making sales calls are two separate activities. Most salespeople make the mistake of viewing them as one activity by searching for a lead, find a lead, call the lead, repeat process. This […]
How to Set Sales Appointments that Stick
How to Set Sales Appointments that Stick “When cold calling, how can our sales team make strong appointments that stick?” Setting sales appointments has two common problems: Initial interest (“No, thanks, we already have someone that takes care of that,” etc.) Cancellations / No-Shows. These two common sales challenges aren’t a byproduct of sales. They […]
Cold Call Emailing: How to Create Effective Subject Lines
“When sending out emails, what’s the best way to utilize the subject line?” Depends on the type of email. Is this a first-time cold call prospecting email (first time = you have never spoken with them before / cold-call = they haven’t raised their hand to be contacted) Is this a first-time email to a […]
Email Prospecting Strategies
Email Prospecting Strategies: How to get a 23% Response Rate in 72-hours or less when cold email prospecting IN THIS SESSION YOU WILL LEARN: What the REAL Stats are on Cold Email Prospecting Why Cold Email Prospecting is Failing How to Generate a 23% Response Rate in 72-hours or less. – Michael Pedone Michael Pedone […]