Braveheart Sales

NOVEMBER 12, 2020

While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. Salespeople project their own excitement onto prospects. It’s natural that people bet on the outcome they want.

Sports 52

Sports Sage Revelation Face-to-face 52

The Pipeline

MARCH 19, 2015

Having trained hundreds of sales people in effective telephone prospecting, I have witnessed a number of recurring patterns which impact success, both negatively and positively. They see success, revel in it, and take their foot off the gas and their eyes off the ball. The majority however, travel the other path. Tibor Shanto.

Cold Calling 120

Cold Calling Revelation Face-to-face Call-back 120

DiscoverOrg Sales

JUNE 15, 2018

It was a revelation. I’d be lying if I told you I wasn’t terrified, thinking about how I could be a great new dad, husband, and CEO. Somehow, I got through countless nights with little to no sleep, then somehow dragged myself into work. I was a zombie. Everywhere I looked, something was about to slip and fail. I was weak. I was pathetic.

Outbound 120

Outbound Cold Calling Webinar Metrics Revelation 120

Sales Hacker

OCTOBER 14, 2020

We spent the next hour listening to Mark clarify his thinking and identify the challenges his people were facing — in the market, in the company, and in themselves. That was extraordinary — a revelation for him and a confirmation for us. Mark identified what he wanted and the issues he had to face to get it.

Face-to-face 98

Face-to-face Lead Rank Lead Scoring Hiring 98

Sales Hacker

MARCH 13, 2020

If it’s your meeting, add the agenda and/or objectives to the invitation, so participants know what to expect. How do you stay motivated, connected, and successful? What does it take to thrive with remote work? After working from home for more than a decade, I’ve developed some routines that keep me productive and happy. Max Altschuler.

Face-to-face 128

Face-to-face How To Call-back Video 128

HeavyHitter Sales

MARCH 22, 2012

Did I take the customer’s word at face value? This is particularly true when you are meeting in person, face-to-face. Therefore, it is much more comfortable for the prospect to say something they think you want to hear than the actual truth.  Click here to learn more about Win-Loss Analysis. Probably not.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

SBI

MARCH 27, 2012

The straightforward and bold-faced revelation in the heading of this article will stand as a commandment in its own right. So too are these five decrees dependent on a seller’s adherence to their visual dynamic when it comes down to the ultimate objective – the sale. Need I say more.

BANT 107

BANT Revelation Government Face-to-face 107