5X More Callbacks (Sales Voicemail Examples)
We all know mastering your cold calling game is essential for sales success. But what a lot of reps don’t come prepared for is voicemail. And that’s a real problem since 4 out of 5 cold calls end in a no pickup. So, how can you up your voicemail game and maximize the value of […]
More Data Doesn’t Close More Sales
The internet is an opportunity and an issue for sellers. A few clicks and you have infinite data. More is being added to the infinite every second. But you can’t consume, research or act on infinite. If there were infinite rules to a sport, we wouldn’t watch it. If there were infinite Disney characters, they’d […]
Cold Outreach Sales Cadence Framework: A B2B Sales Guide
Sales reps are busy (you know this). Lead generation, following up with prospects, updating contact info, setting up meetings, researching buyers, closing deals—it all takes time to do. A lot of time. It’s no wonder, then, that sales reps are happily incorporating sales automation tools into their processes more and more. These tools drive efficiency, free up […]
Are You Telling Or Doing?
Day to day, do you spend more time telling or doing? What do I mean by that? – Do you solve problems for your prospects and earn the meeting or do you tell them you have a wonderful solution? Do you pick up the phone cold call prospects or tell your colleagues about the newest […]
Eliminate Price Objections – 4 Steps to Boost VALUE
Pop quiz hotshot—what’s the #1 sales objection you’re likely to run into? Got it yet? The answer is overwhelmingly… price. But 90% of the time, the problem isn’t about budget or expenses. It’s about value. The better you are at selling your value, the less price is going to matter. And this 4-step framework shows […]
Why There’s No Second Place In Sales
[spp-player] Stop rushing to come second. In sales second place doesn’t count. Only one salesperson wins the deal. The flip-side? When you’re the best selling becomes easy. People will fly across the world to visit the best restaurant. People will wait in line for hours to get a piece of paper squiggled from the best […]
Doing Average, Will Get You Average Results
A big shoutout to the HubSpot Podcast Network for supporting this episode. Stay inspired with more podcasts that help grow your business at HubSpot.com/podcastnetwork. Today’s principle is that average action will always get you average results. Most salespeople barely hit their quota and that used to be me as well. It wasn’t until I started […]
Start Loving Sales Calls ❤️ – 5-Step Pre-Call Plan
Ahhhhh the sales call. This is where the magic happens in any buyer’s journey. When it goes right, a sales call qualifies your buyer, drives enthusiasm, and sets the final deal in motion. But done wrong, it can eliminate trust, tarnish your brand, and send leads headed for the hills – permanently. There’s a lot […]
In Sales, You Are Always Where You Deserve To Be
A big shoutout to the HubSpot Podcast Network for supporting this episode. Stay inspired with more podcasts that help grow your business at HubSpot.com/podcastnetwork. Welcome to the “performance improvement plan”. This is a new series of short-form podcast episodes that I promise to put together and will continue to publish as we move into and […]
5 Questions To Uncover The Buyers REAL PAIN
Killing it in sales is all about one thing—alignment. Is what you’re selling the solution to your prospect’s problem? Does it alleviate their pain points? The tricky thing though is that 95% of the time, prospects only tell you about their surface-level pains. But to close a deal successfully, you need to be able to […]
Value Proposition Design Framework: Find Your Ideal Buyer
The value proposition is a foundational component for any successful sales department. It tells salespeople like you which demographics to target. It clues you into your buyer’s biggest hopes and fears. And it guides your strategy for closing deals and earning that oh-so-sweet “yes.” But what happens if your value proposition is wrong? What if the […]
7 PROVEN Ways to Increase Sales Productivity 🚀
Eventually in your sales career, you’re going to hit a maximum effectiveness at winning business. “You can’t squeeze blood from a stone,” as the old saying goes. But that doesn’t mean you’re stuck where you’re at. If you want to drive more deals now, you’ve got to increase your throughput of sales leads. And that […]
Qualifying Sales Leads: Increase Close Ratios by 500%
When it comes to qualifying sales leads, more doesn’t always mean better. Notably, if the sales leads are not qualified. You could spend hours each day and still only manage to close a measly 1-3 leads out of a hundred. So, how does a B2B lead qualification process work? What systems can you employ to […]
How To Write a Follow up Email After No Response (+ Templates and Best Practices)
Getting ghosted is every sales professional’s nightmare. You think everything is going right—the prospect is the right fit for your target audience, your product is within their budget, and they are genuinely interested in buying it—until it’s not. No response. Missed calls. Just pin-drop silence. You can’t understand what the hell went wrong. Don’t worry, […]
Ultimate Guide To Close The Deal (+ 10 Examples of Closing Statements)
You’re familiar with the dreaded drill: find potential clients, connect with them, present your solution, but somehow don’t end up closing it. Maybe your prospect cannot afford what you have to offer or ditched you for a competitor. Perhaps they decided to hold off deciding until the next quarter. Why is this happening? Where are […]
The OBVIOUS Secret to Closing BIGGER Deals
Want to know what separates your everyday sales rep from the high-earning pros? Focus. And not focus of mind. But focus of strategy. The real pros know smashing through quotas is all about working key accounts—clients with exceptional revenue potential. So, how do you identify and work key accounts so you can start bringing in […]
Discount Request? 4 Simple Phrases to Turn It Around in Seconds
How often have you heard this – “Look, we really love your product, but it’s outside of our price range. Can you offer any discount?” Offering discounts can be a great way to speed up a slow-moving deal. But if you’re adjusting price before negotiations begin, you’re doing a serious disservice, both to yourself and […]
Are You A Pushover? – 6 Steps To Sales Assertiveness
Let me ask you, how many times have you had to bite your tongue with buyers? Or let them strongarm you, maybe into an unreasonable meeting time or even a discount? And worst of all, you feel like you have to do it if you want to win their business? Well guess what? That’s complete […]
5 Most Powerful Sales Questions To Ask Without Sounding Salesy
A successful sales rep is a curious sales rep. And when you ask potential buyers the right questions during discovery, you’ll get some powerful takeaways to better qualify leads, drive enthusiasm, and boost your chances of closing. In today’s post, I’m breaking down five of the most powerful sales questions to ask potential buyers. And […]
B2B Sales Is A Numbers Game – And Here’s How to Win
It is common for sales managers to say that sales is a numbers game. If this is what you have been told you may be wondering what this statement means. The simple explanation of what this statement means is that more activity leads to more sales. But this still leaves you with questions like: What […]