Books, Authors and Email Subscriptions I Recommend
My family didn’t own a television set until I was in the 5th grade. What madness! Kidding. Since we didn’t own a tv, I read a bit. Quite a bit. I’ve always been a voracious reading.
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5 Key Numbers Every Sales Rep Should Know
You can’t track what you don’t measure. You can’t improve an area if you don’t know your numbers. Plain and simple. If you want to improve your free throw percentage, shouldn’t you track the number of made free throws divided by total number of attempts? Of course.
5 Words That Will Help You Successfully Set Sales Appointments While Prospecting
“Can you help me please?” You may have been expecting some thing more complex and deeper, but I’m just a simple guy. Most people like to help other human beings out. If you’re nice, polite, and professional.
A Simple Tool to Improve Sales Prospecting and Time Management
The past few weeks I’ve met up with or had lunch with a social media coach, a sales vice president for an employee benefits company, a financial adviser, and a sales representative for a data and storage solutions company. Guess what challenges they all have in common?
What does Michael Jordan have to do with prospecting?
Michael Jordan is arguably considered the best basketball player. Ever. 6 time NBA Champion. 5 time NBA MVP. 14 time NBA All-Star. I could go on and on about his accomplishments. But I won’t. You may or may not know that Michael Jordan tried being a professional baseball player but was not successful at it. […]
Do CEO’s respond to prospecting calls and emails?
The answer is: A. It depends. B. Some of the time. C. Yes, if you have something relevant to say that arouses curiosity. D. All of the above.
Machine Guns, Shot Guns, and Prospecting
Last week I did some heavy sales and marketing for Connect 5000. My employees and I play a dual role: filling our client’s sales pipelines as well as our internal one. We know that clients do not last forever. We always need to keep our pipeline full because the harsh reality is that clients leave […]
3 Simple Prospecting Rules For Setting Sales Appointments
1. The goal of cold calling or sales prospecting is to secure a meeting or appointment. (It’s not to sell.) 2. The goal of leaving a voicemail is to get the prospect to return your call by arousing curiosity. (It’s not to sell.) 3. The goal of the sales meeting is to qualify the prospect […]
How to determine decision makers within companies
Happy Good Friday and Easter to you! In my previous post on how to succeed at getting solid sales appointments, I wrote about identifying your target niche audience and being as specific as possible. For example, at Connect 5000, our target market is software, technology, and consulting firms with large average sales and long sales […]
Oil Changes and Selling Steak Recipes to Vegeterians
At 10:00 am this morning I took my Honda CRV in to get my usual oil change at The Import Shop. It’s a locally owned car repair shop owned by a mom and son and as a small business owner, I prefer to spend my money at other small businesses rather than the dealership right […]