Customers Who Don’t Know What’s Good for Themselves? You are an expert complex sales professional and you know how to use prospecting to your advantage. Before you even make a cold call you have already done solid research on your client and are ready to deliver to them multiple reasons why your solution can...
prospecting
Six Major Sales Objections and a Plan on How to Overcome Them
You are an expert complex sales professional and you know how to use prospecting to your advantage. Before you even make a cold call you have already done solid research on your client and are ready to deliver to them multiple reasons why your product can benefit them. You know exactly how you can...
What should go into a new hire or sales territory turnaround plan?
Mike and I are working on a series for the SalesRoundup Podcast titled “A Sales Territory Turnaround Plan.” The Show targets both new hire and existing Sales people. For the new hire we are discussing the on boarding process in the first 90 days and for the existing sales rep we cover techniques on...
Don’t Negotiate With Yourself!
How Not to Destroy Your Deal Size When Negotiating Price! Most sales professionals do not go into a sales cycle thinking, “What is the best way that I can completely destroy the value of this sale?” This would be self-destructive and totally counterintuitive. Nevertheless, a huge number of sales professionals engage regularly in the...
Are You a Telemarketer or a Tele Advisor?
Six Ways to Heat Up Your Cold Calling You know those annoying phone calls that you get at home during dinner? Calls from people you don’t know who sound like they are reading from a poorly written script selling you magazines that you don’t even want or need? Telemarketers. They usually accomplish little more...
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