Posts Tagged ‘Cold Calling’
Half of All Objections Are Not Real – How to Break Barriers and Get That Meeting
Half of the objections you get in a sales conversation are not real– they are simply the customer’s way of testing you out and buying time to make a decision, says Jason McElhone, director of inside sales at MarketSource. In a webinar hosted by XANT, Jason covered how to overcome objections and how to phrase…
Read MoreCold-Calling is NOT Dead: Three Cold-Calling Techniques Guaranteed to Help You Win
Let me guess, you’ve heard cold-calling is dead, right? I’ll tell you right now, the people saying that are not the people who are actually cold calling. Cold-calling is alive and well and we can prove it. We looked at nearly 1 million phone calls and the ability for a sales rep to convert a…
Read MoreCold Calling the CEO – 7 Tips to Get Your Foot in the Founder’s Door
Cold calling the CEO is the scariest, most intimidating part of sales. In fact, research shows that most sales reps simply shy away from phone calls and prefer to email, because it’s more convenient. Most first contacts happen via email, and most commonly, sales reps will just send one single email before giving up on…
Read MoreHow to Handle Change in Your Organization w/Katherine Andruha @Apttus
Every organization changes but not every organization handles change the right way. Kat Andruha is the director of sales development at Apttus and she’s experienced her share of change. In her own words, Kat takes us through lessons learned and ways she’s found to successfully manage changing in the organization you’re in. Links and Resources…
Read MoreSales Prospecting Myths Busted
Still under the impression that cold calling is dead, or that buyers don’t really read your content? Don’t believe a word you hear, because you will be missing out on solid opportunities. A recent RAIN group study of 489 sellers shows some common myths about sales prospecting and debunks them with hard data. What Do…
Read MoreProspecting Like the Pros
Carrie runs a multi-million dollar business by outsourcing prospecting work for companies. When it comes to prospecting strategies Carries knows all the tricks of the trades and when you talk to her you get it straight – no B.S. In this episode, Carrie talks about sales development trends, puts to rest the cold calling debate,…
Read MoreHow Working Out Collegiate Basketball Players Taught Me To Develop Top Sales Talent w/Jake Larsen @Weave
Sports and sales go together like peanut butter and jelly, they are meant for each other. Many sales leaders have found their best people have participated in formal sports. So what is it? What is it that make sports and sales so similar and what can we learn sports that applies to sales? In this…
Read MoreYour Sales Cadence Sucks and I Can Prove It
Sales cadence is the MOTHER of all buzzwords. ‘Cadence this’ and ‘cadence that’ but I’m feeling like nobody even knows what a cadence is. Well, I’ve got a definition for you: Cadence is a sequence of activities to improve contact and qualification rates. Most sales reps have a cadence. It’s something they make up, and…
Read More“If You’re Looking to Sell Me Something, Please Spare My Inbox. Call Me Instead” – Steven Broudy
Did you see the below picture pop up on your LinkedIn feed? You have a senior sales leader telling sales reps to step up and use the phone instead of spamming him with what we all know are automated emails. I didn’t say it, he did. Mr. Broudy caused quite a stir with his post, but is…
Read MoreShould SDRs Call or Email? That’s the Wrong Question
Standing on the sales floor of a fast-growing commercial leasing company in Los Angeles, I observed two sales development reps (SDRs) performing their work with opposite approaches. The rep on the left was quiet, but typed emails furiously throughout the day. The rep on the right spent the day transitioning rapidly from one phone call…
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