How To Prospect for Leads Correctly on Linkedin
It is safe to say that the world we live in is becoming more and more digital. In fact due to Covid over 90% of B2B Organizations have transitioned to a virtual sales model but yet despite this 76% of Sales reps have reported that virtual selling is less effective than face to face*. (*McKinsey […]
How To Effectively Eliminate Price As An Objection
Early in my investment sales career, I worked for a mutual fund company that had become the darling of investors and advisors because of the strong short and long-term performance of one of its funds. Our investing style was quite unique because we had a very concentrated portfolio of companies (compared to most of our […]
The One Question to Ask When Your Prospect Says “No”
Have you ever had a prospect say “no” before you even explain who you are and what you do? Saying no, especially if they did not initiate the conversation, is human nature. Most of the time they don’t even know what they are saying no to. Typically, an instant “no” happens because you are […]
Why Companies are Failing to Duplicate Great Sales Professionals
Last month, Indeed put out a list of the main characteristics that make up a great salesperson. They make the statement that, “It’s said that it takes a unique type of personality to succeed in sales, possessing most of if not all the following characteristics.” The list they compiled was composed of the […]
Why Sales Teams Are Struggling to Perform in 2021
Over the last year, 2 dominant themes have surfaced for most businesses; almost regardless of industry. First is supply chain issues worldwide and the impact on ordering and logistically receiving raw materials and products. The second is people, in particular, hiring, developing, and retaining staffing. The global pressure to find not just employees, but good […]
The Art of Storytelling
Once there was a business professional who was highly trained to communicate with product or solution expertise. Each day as she grabbed her briefcase and headed out for her daily adventures, she was filled with a sense of joy, hope, and optimism. One particular day the sun was shining, her car was clean, her favorite […]
Virtual Pictures
Here we are closing in on the end of May, and many of us have been at home hosting or sitting on virtual calls at an unprecedented pace. I went back and looked at my calendar over the past four weeks, and I have either hosted or sat on the following technology platforms: Zoom, Microsoft […]
Checklists – A Powerful Tool for Change and Execution
“Boost – Check – Change – Check – Rich – Hot – Both – Try Start – No Start – Mayday – Mayday – Mayday – Land The Plane”. For those of you that have taken flying lessons, you will fondly recognize this or some form of it. It is what we, in the […]
Gaining Commitment – It starts at the beginning
If you Google “Trusted Advisor” for sales, you would find all types of blogs, articles, and buzz around these two seemingly simple words. Let’s take a second and breakdown the words “Trusted Advisor” according to the Oxford Dictionary: Trust – assumed reliance on the character, ability, strength, or truth of someone or something. One in […]
Barriers: Don’t Fear the Orange Barrels
I remember years ago driving home to Ohio with my family after a beautiful vacation in Hilton Head, SC. The music was playing, the windows were down, everyone had their nice bronze tan, and we were cruising along as we entered the mountain phase of the trip. Suddenly, I look up and there it was […]