Sep 13, 2022 | Lead Generation, Sales Leadership
It’s time to start your sales prep for 2023. Try these tactics. There’s an old adage in sales: “If you’re on time, you’re late.” If you’ve just started prospecting for 2023, you’re already late. There’s only a few months left to go, and your pipeline won’t fill...
Aug 25, 2022 | Lead Generation
The gatekeeper is not your enemy. Cold calling is. Much has been written about how to get past the gatekeeper, and many salespeople believe that gatekeepers are the source of all their prospecting woes. Apparently, receptionists and executive assistants are all that...
Apr 14, 2022 | Lead Generation
Pitching should stay in baseball Sales pitch not working? I know why. As companies started recovering from the pandemic, they were even more challenged with gaining access to buyers and creating qualified lead generation. They fell back on what they knew: cold...
Feb 24, 2022 | Lead Generation, Referral Sales
Get over the discomfort and get referrals with confidence. I used to think it was just sales newbies who struggled with asking for referrals. They simply hadn’t built their networks or their confidence. When seasoned reps admitted they needed to get over their sales...
Feb 10, 2022 | Lead Generation, Social Media
So much social media, so little time. LinkedIn is supposed to be the place to begin conversations and begin relationships. That’s why it’s called a “social network.” But many salespeople don’t use it to socialize; they use it for prospecting (translation: annoying...
Oct 26, 2021 | Lead Generation, Sales Leadership
I didn’t know what you need to know before opening your own business. I knew nothing about starting a small business. Luckily, the economy was great in 1996, and my niche was referral selling (still is), so I at least knew how to build a small business sales pipeline....
