Aug 24, 2021 | Lead Qualification, Sales Leadership
When is it time to let a client go? Turning down new business isn’t easy, but it just might be the best decision you’ll make for your sales team, especially if: Your company doesn’t have the expertise. (Maybe because the problem your prospect described was not the...
Jul 29, 2021 | Lead Qualification, Referral Sales
This broken link is to blame for sales teams’ biggest closing mistakes. “My salespeople can’t close.” This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. It’s just a symptom. The problem is that sales...
Jul 13, 2021 | Lead Generation, Lead Qualification
A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers Part Two: Everything that happens after that Referrals help you ace Part One and set you up for success in...
May 27, 2021 | Lead Qualification
You’re looking for a sales qualified lead in all the wrong places. Sales is like dating. It’s all about relationships. You have to decide what you’re looking for in the perfect mate (or prospect), and then figure out the best way to meet that person (or sales...
Jul 27, 2020 | Cold Calling, Lead Generation, Lead Qualification, Referral Sales, Sales Leadership
Research shows cold calling scripts and tricks don’t work, but referrals do. When will sales leadership wake up? They still measure the number of dials and emails sent in a day, when the return on these sales activities is dismal. The last I heard, it took eight to 12...
