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Blog Sales Advice Sales Process

7 Simple Steps To Nurture Prospects When They’ve Gone Dark

nurture prospects darkIn sales, a lot of things can trigger a migraine. Your team didn’t make the cut this quarter. Some customers have ridiculous expectations. An account manager failed to go the extra mile for a client that took an insane amount of effort just to bring in. Prospects who seemed to have already seen the light have suddenly turned dark … just when you thought they were a mere nudge away from opting in. Even with the most effective sales pipeline management, leads can sometimes slip through the cracks.

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Blog Sales Advice Sales Management

Why Coaching Top Reps Is Silently Killing Your Sales Force

As a sales leader, you don’t need me to tell you that the pressure of hitting your number leaves you awake in the middle of the night. Not only does your job rely on it, but your company’s livelihood depends on the revenue that comes in from your team.

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Artificial Intelligence Blog Digital Transformation Sales Advice

Three Lessons for Salespeople Who Don’t Want to Be Replaced By AI

three-lessons-salespeople-replaced-ai.jpg

Warren Buffett needs no introduction. Affectionately known as The Oracle of Omaha, he has put a noticeable spotlight on the world of investing.

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Blog Sales Advice

A Three-Pronged Approach To Crush Sales Competition

crush sales competitionIn the world of sales, competition provides one of the single biggest obstacles to success. For example, a survey conducted by McKinsey & Company found that 85 percent of global executives believe their business environment has become more competitive over the course of the past five years.

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Blog Sales Advice Sales Management Social Selling

3 Ways Increasing Yield Per Rep Is Like The Olympic 100 Meter Dash

yield per rep

I was recently on a conference call with Sauro Lamberti, Managing Director of Nuovamacut in Italy. We were talking about the digital transformation that Nuovamacut is proposing for their EMEA salesforce when Sauro said something incredibly insightful about transforming their sales team:

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Blog Sales 2.0 Sales Advice Sales Process

Cold Calling Advocates: Sincere, But Sincerely Wrong

cold calling wrongQuick, tell me what’s wrong with this strategy: let’s cut down a rainforest to print a book.

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Blog Sales Advice

How to Run an Impressive First Meeting: A Guide for B2B Salespeople

run impressive b2b sales meeting

Source: AP

These past couple of months I’ve had several people shadow my meetings for learning purposes. So, I’ve found myself reviewing these meetings while breaking them down after the call.

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Blog Sales Advice Sales Process

Why Your Buyers Never Email You Back

buyers-never-email-back.jpgIt’s shocking to me how many terrible emails I still receive from sales professionals. Literally every day I receive at least 1-2 emails from sales reps pitching me their product/service that leave me completely dumbfounded.

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Blog Sales Advice

The Personal Branding Strategy That Got Me On Par With Top Sales Leaders

personal-brand-sales-pros.jpgWhen I think back to my early days in sales, I owned a consulting firm, and I desperately needed to build a personal brand.

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Blog Sales Advice Sales Management

How Prospect Theory Can Transform Your Executive Conversations

All of you road warriors have lived through this. I was in the airport terminal last week getting ready to board my flight home, when an announcement came from the customer service desk: The flight was overbooked. The airline was looking for a volunteer to give up their seat and take a later flight home, in exchange for a $500 voucher they could apply to their next trip.