No More Cold Calling
JULY 13, 2021
A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. Why It’s So Hard to Reach Decision Makers.
No More Cold Calling
DECEMBER 10, 2019
Another senior account executive was annoyed that a prospect gave him less than a week to show up in Paris for a meeting with all decision-makers present. The post Planes, Trains, and Automobiles: Why Account Executives Should Travel appeared first on No More Cold Calling. The airfare was astronomical with such short notice.
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No More Cold Calling
JULY 27, 2023
They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. I had heard enough. If you don’t, someone else will.
No More Cold Calling
JULY 26, 2018
Salespeople say meeting with decision-makers is important, but the OMG research shows that only 10 percent of salespeople are actually reaching decision-makers. However, MOST salespeople are NOT reaching the actual decision makers and those are the opportunities that lose traction and/or result in a loss.
No More Cold Calling
JULY 29, 2021
Don’t even think about training your sales team on closing the deal. Bypass the gatekeeper and score meetings with decision-makers every time. Are salespeople asking the right questions to identify prospects’ problems and propose thoughtful solutions? What is their sales plan for following up? Save your money.
No More Cold Calling
JULY 5, 2018
My new LinkedIn sales training courses take out the guesswork! Getting meetings with decision-makers is an even greater struggle, because companies all look alike to buyers. And my new sales training courses on LinkedIn Learning and Lynda.com are your ticket to referral selling. Is selling really tougher today?
No More Cold Calling
JUNE 29, 2019
Why it’s important to train from the trenches. From now on, I am going to make it a fixed rule that no unit, from the time it reaches this theater until the war is won, will ever stop training.”. Now I truly understood the weight of the decision Eisenhower had to make. Eisenhower, Supreme Commander of the Allied Forces.
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