Being at the helm of your own company has many challenges. One of the main ones is balancing client acquisition with work execution. With only twenty-four hours available to you every day, it’s always tempting to lean towards the task you find easier or more enjoyable. For me, that’s usually work execution. Which means that […]
Read moreFor Parts 1-3 of the Essential Selling Skills Bootcamp, click here. Telephone Prospecting Subjects Covered The Five Steps of Telephone Prospecting Social Prospecting Best Sales Prospecting Tools The Reality of Telephone prospecting When prospecting over the phone, you will encounter much rejection, and that is because you will contact more prospects than any other prospecting channel. […]
Read moreThere was once a person who wanted to experience indoor skydiving in Dubai. Before going in, the gatekeeper asked them a question to ensure their safety, “Are you pregnant?” Funny enough, the person going in was a man. Now, this is an extreme case of following a script without considering who was standing right in […]
Read more“In the real world outside economic theory, every business is successful exactly to the extent that it does something that others cannot”. – Peter Thiel I was at my favorite restaurant last week and the time it took to get seated was twice as long as on my previous visit. A quick check with the […]
Read moreFor Part 1 of the Essential Selling Skills Bootcamp, click here. For Part 2, click here. “The brutal fact is the number one reason for failure in sales is an empty pipeline and the root cause of an empty pipeline is the failure to prospect.” ― Jeb Blount Learning Summary Learn how to strategically balance prospecting across the […]
Read moreSales rejection and objection; does it matter which comes first? In sales, these two emotions keep 90% of salespeople from prospecting. Our fear of rejection may have begun in the distant past when being rejected by your tribe meant you were kicked out of the cave and the T-Rex’s next meal. Baptism by Fire Maybe […]
Read moreImage Credit: Russell McJohn Selling is challenging and has its own unique pockets of pain. None are as frightful, though, as the gripping fear and desperation of a sales fog. That is how I refer to it. It can roll in like a thick fog and once it settles upon you, it is difficult […]
Read moreI keep finding that through sports, athletes have developed strange relationships with psychological interactions that lean more towards the abstract than the common person. My mom always used to tell me that one day you would fall in love with your counter person, not because of what makes them beautiful, but what makes them different. […]
Read more8 Ways to Let Go of Prospects Clogging your Sales Pipeline Ever have a prospect that hangs around like the massive burger you ate three days ago? Clogging your sales pipeline by taking the precious time you could be spending on candidates that will buy? We all know that breaking up is hard to do. […]
Read moreWhat you are about to learn will not make you a master sales rep overnight. It will not magically make you overshoot your target. These sales soft skills tips & tricks are the icing on the cake, the extra spice that will make you stand out and facilitate your sales process. Body Language Many books […]
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