Dec 6, 2019 | Account Based Sales
Repeat After Me: I Will Not Cold Call I want to scream every time I read articles about cold calling—the ones where “expert” cold callers explain how to capture a prospect’s attention in 10 seconds, craft a message to reach the decision-maker, navigate through...
Sep 6, 2018 | Account Based Sales, Referral Sales, Sales Leadership
How does your team work when no one is looking? For the first time ever, clients are asking me how to build a “referral culture.” Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. Why? They recognize that referrals are the...
Aug 16, 2018 | Account Based Sales
The best prospecting strategies require a human touch. Buyers know everything about our companies, products, and solutions before they ever speak to a salesperson. Believe that? Far too many sales reps do. They think that digital rules. So, they spend most of their...
Aug 2, 2018 | Account Based Sales
The odds might not be in your sales team’s favor … yet. I’ve interviewed many sales reps over the past two months, trying to better understand the challenges they face in today’s fast-paced, digital-first sales environment. They tell me they’re overwhelmed. Projects...
Jul 26, 2018 | Account Based Sales
Cold leads won’t get your team to quota. Closing is never the problem. “Never” is a bold statement, but savvy sales leaders recognize that closing is the easy part. It’s sales prospecting techniques that are messed up. Reps aren’t spending time on the critical...
Jul 12, 2018 | Account Based Sales
Even in the age of artificial intelligence, common sense still matters. Technology addiction is running rampant. We spend more time looking at screens than talking to the people who matter. This digital dependence is impairing our ability to make decisions, because we...