Are You High-Tech or High-Touch?

Are You High-Tech or High-Touch?

Forget what you’ve heard about sales tech effectiveness. Here’s why the personal touch still wins. There’s a myth being circulated in the world of high-tech sales. According to some “experts,” buyers know everything they need to know about our companies, products, and...
How to Win New Clients from Lost Deals

How to Win New Clients from Lost Deals

Referrals might be the silver lining for account-based sales reps when good clients walk away. I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. I know how to win new clients. Just as importantly, I’ve learned how to turn a loss...
When to Start Prospecting for 2023?

When to Start Prospecting for 2023?

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...
How to Get Past the Gatekeeper

How to Get Past the Gatekeeper

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...
Why No One Is Listening to Your Sales Pitch

Why No One Is Listening to Your Sales Pitch

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...