Mr. Inside Sales

MARCH 10, 2018

In my book, Power Phone Scripts , I reveal the secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them. And that means you have to stop ad-libbing your way through your sales career. Think about it: you wouldn’t want a dentist to make it up as he goes along, would you?

Follow-up 124

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 124

Go for No!

MARCH 10, 2018

You know that awkward moment at a party or networking group when you meet someone and then you both stand there not knowing what to say next? It’s happened to us all. But it doesn’t have to. If you can teach yourself to tap into the power of questions you will never be faced with uncomfortable silences either at a party or a business event of any kind.

How To 130

How To Face-to-face Networking Conference 130

Engage Selling

MARCH 10, 2018

As a sales strategist, I regularly remind people that there’s a fine line between persistence and stalking. Persistence today takes form through engagement online. Get engagement right today and you exceed your goals.

Buyer 48

Buyer Demand Generation Demand Generation Targets Negotiation 48

Pipeliner

MARCH 10, 2018

There are 4 phases to sales management evolution: 1) Chaos – no management. 2) Primitive management – some reporting, some standards, often optional; Gallup poll management, every salesperson is unique, cater to the salesperson; no one fired. Take all orders, even (and sometimes especially) the unprofitable ones. 3) Strong management – consistent, fair, appropriate standards are established and required.

Hiring 61

Hiring Coaching Sales Management Up-Sell 61

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

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