Why Hesitation is Killing Your Sales (And How to Fix It) Hesitation is the silent killer of sales. Every time a sales rep pauses before picking up the phone, opportunities are lost. Every minute they spend second-guessing themselves is a minute they could be building your pipeline. But hesitation doesn’t just happen out of nowhere—it’s […]

Is Call Reluctance Costing You Sales? If you’ve noticed your team isn’t making enough outbound calls, you’re not alone. This is a common issue, and most sales leaders assume it’s because their reps aren’t motivated or aren’t putting in the effort. But that’s not the real problem. The real issue is call reluctance. And until […]

The sales world is tougher than ever right now. You’re not alone if you’re feeling the heat. Quotas are being missed left and right, and it’s easy to feel like you’re stuck in a rut. But here’s the thing—times like these separate the sales professionals from the sales pretenders. The Reality Check We all know […]

This Is Terrible Cold Calling Advice —And Here’s Why: A Better Approach for Sales Success Cold calling is an art, but like any art, it can easily go wrong with the wrong advice. Recently, I came across a popular LinkedIn sales influencer’s advice that I believe misses the mark. Here’s the example they provided: Prospect: […]

Overcoming Call Reluctance A Guide to Boosting Sales Confidence & Understanding Call Reluctance Call reluctance is a common barrier for sales professionals, often fueled by the fear of rejection or lack of confidence. Most articles will tell you that call anxiety is a mental hurdle rather than a reflection of your abilities. They would be […]

Trouble Getting Prospects on the Phone? If you’ve been in sales for 5+ years, you’ve seen a version of this movie before. Once again, the low-hanging fruit (easy sales/opportunities) has dried up. But this time seems different. It doesn’t “feel” like a bump in the road as we’ve experienced in past down periods. Many companies […]

Sales Methods that Boost Revenue and Eliminate Cold Calling Fear Sales methods guide sales professionals through every stage of the buyer’s journey, from the initial cold call to closing the deal. The Importance of Effective Sales Methods Sales methods are the structured approaches that sales professionals use to connect with prospects, understand their needs, and […]

“91% of sales teams missed their sales quotas in the previous year.” Last week, we discussed the difference between cold calling and warm calling. Today, I’d like to discuss sales quotas. Today’s outbound sales reps have the most tools at their fingertips, yet 91% of sales teams missed their sales quotas in the previous year […]