SalesFolk
MARCH 2, 2021
On average companies who generically define their buyer personas as “Marketing” or “Technical decision-maker” tend to get 10-30x worse results from their sales prospecting efforts than those with detailed ICPs. . More free Cold Email treats from my sold-out workshop . Want help with cold email or sales prospecting efforts?
No More Cold Calling
OCTOBER 17, 2019
How would you like to fill your Q1 pipeline with only qualified leads—the kind of prospects who already want to talk to you before you ever make contact? That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. A colleague sends a prospect your way. We all do.
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No More Cold Calling
OCTOBER 31, 2019
Are prospects postponing decisions? When Amy referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be. Register NOW for Last-of-the-Year Referral Selling Virtual Workshop. Find out how in my Q4 Virtual Referral Selling Workshop.
No More Cold Calling
MAY 2, 2019
What they also don’t realize is that people will refer them because of the trusted relationships they’ve developed. People don’t refer companies, they refer people. Get a referral introduction from someone your prospect knows and trusts, and you get the meeting every time. Referrals are the #1 way to expand your business.
Partners in Excellence
APRIL 16, 2024
For example, as sales people, we know–without a doubt that: We’ve got to prospect and fill our funnels. We love talking about it, reading, attending workshops, thinking that we are changing, but we aren’t doing the work that actually creates change. I sometime refer to “muscle memory.”
Sales Hacker
MAY 31, 2023
The episode wraps up with a light-hearted discussion about the prospect of men joining initiatives traditionally designed for women, underlining the importance of inclusivity in all professional development programs. The conversation also explores imposter syndrome, a common occurrence among sales professionals, and ways to overcome it.
Bernadette McClelland
JANUARY 20, 2018
It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. 5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. And I’d like to refer to them as Identity Skills. Build rapport.
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