Category: Sales

Prospecting: Timing is (Almost) Everything

Prospecting: Timing is (Almost) Everything

Prospecting requires discipline — and time. And since there a million demands on our day, routinely blocking out time each week to make those prospecting calls is a great way to stay organized. Let’s say you make your prospecting calls on Tuesday mornings. Every Tuesday you grab a cup of... Read More»

The Tale of Two Leads — And How They Generated $1M in Closed Business

The Tale of Two Leads — And How They Generated $1M in Closed Business

One of our clients is a software and services firm that sells to medium-to-large financial service institutions. During the second half of 2014, the client asked us to make contact with approximately 1,600 organizations, to qualify them (from a size, operating environment and needs standpoint), and to identify highly qualified,... Read More»

23 Data-Backed Words that Convert: Get More Leads & Sales with Attention-Grabbing Copy

23 Data-Backed Words that Convert: Get More Leads & Sales with Attention-Grabbing Copy

Have you ever stopped to think about why you clicked on something? Maybe it was an emotional trigger or a spark of curiosity; words that made some kind of connection in your brain. The reason we click may differ from user to user, but the goal of these words remains... Read More»

What Sales Leaders Must Do to Win in 2015

What Sales Leaders Must Do to Win in 2015

Inability to keep up with rapid changes in the market is one of the main reasons why the sales leader’s average tenure is shrinking. Smart sales leaders, however, have learned to embrace change and turn it into an opportunity to create revenue growth. Here are a few ways you can... Read More»

Show Up Online Like You Show Up in Person

Show Up Online Like You Show Up in Person

A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. (There really isn't such a thing, but we try.) A Chinese woman connects with me on LinkedIn and then books a flight to California... Read More»

6 Data-Backed Strategies For Getting More Replies To Your Sales Emails

6 Data-Backed Strategies For Getting More Replies To Your Sales Emails

Your prospect’s inbox is a cutthroat place to be. With over 100 billion emails sent every day, it’s getting harder and harder to stand out from the other scores of attention-seeking messages your customer deals with each day. Or better yet, get an actual reply to your email. But it’s... Read More»

Small Business Spotlight: Why Your Cold Emails Aren't Being Returned

Small Business Spotlight: Why Your Cold Emails Aren't Being Returned

Your new email mantra should be simple to understand; easy to answer. I've seen hundreds of thousands (if not millions) of cold emails sent from all kinds of companies, from tiny startups to $20 billion+ behemoths. And of course, many of these cold emails go unanswered. Whether you’re writing “direct”... Read More»

7 Top Career Tips from Salesforce’s Woman of the Month

7 Top Career Tips from Salesforce’s Woman of the Month

Climbing the career ladder in the competitive world of sales is no small feat — especially when you do it at the World’s Most Innovative Company. But that’s just what Megan Oleson did, and she’s not slowing down anytime soon. Oleson started her career with Salesforce almost eight years ago... Read More»

How to Use Humor and Video to Close the Deal

How to Use Humor and Video to Close the Deal

Your average salesperson has an arsenal of tools at their disposal for closing the deal in order to adjust to each individual prospect. But is one of those tactics to use humor? If it's not already in your back pocket, ready to utilize in the right situation, read up about... Read More»

The Sales Process Club...Are You in Yet?

The Sales Process Club...Are You in Yet?

It used to be a joke among a small group of people... The Sales Process Club. I met one of the original members more than a decade ago at an industry conference where we both were speakers. I was sharing some of my early thinking on sales processes and their... Read More»