Upgrade your selling strategy by learning how to ask the right questions. In this post, you’ll learn why it’s better to solve problems rather than simply pitching. In this article: The Significance of Asking the Right Questions The Four Principles of Solution-Based Selling Prescription Before Diagnosis Is Malpractice Pitch Less, Ask More Questions Kick…Read More
It’s a common problem with sales teams around the globe. As soon as the hottest months of the year roll around, sales seem to dry up. Perhaps it’s because more of your leads are on holiday, maybe they’re more focused on topping up their tan, or it could just be a case of perception manifesting…Read More
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 More
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 More
Dan McGinn is the author of Psyched Up: How the Science of Mental Preparation Can Help You Succeed. The book focuses on the topic of science and mental preparation. Stress can effect everybody and people in sales are certainly not immune. Unlike athletes, sales leaders often do little mental preparation before big meetings or events but there…Read More
Do you know how often do you need to contact your leads to keep top of mind? And how far apart do your messages need to be, to avoid ending up on a block list? Sales cadence is the sequence of activities all sales reps should master to get their leads qualified and close deals.…Read More
At our last board meeting, Josh James, my friend and mentor, brought up his famous “magic number,” which he uses to determine the opportunity strength of a SaaS company. Josh suggested that according to the XANT magic number, we were in a great position to accelerate growth by investing aggressively in sales and marketing. But…Read More
[This article is part of a multi-blog series on how to build a high velocity sales team. To the view the original 5-part webinar training series on how to build a high velocity sales team, conducted by Ken Krogue, click here.] Everyone wants to know how they can generate more qualified leads faster. In a…Read More
If you’ve spent any time on this blog, you’ve probably heard me bring up a company by the name of High-Yield Methods (https://www.h-ym.com) and its founder, Dick Lee.
Dick’s been a top-level business consultant for three decades now, but he’s also an insightful blogger on CustomerThink.com, a voracious researcher, and possessor of a wicked sense of humor.
In his “Another Inconvenient Truth About Lead Management” whitepaper, Dick bemoans that far too many CRM software vendors tell their prospects that CRM will magically take care of their bad lead management and sales processes. His precise words were, I believe, “Yeah right. And Santa Claus still comes down our chimney every year . . . .”Read More
It’s absolutely cliche, but one of the things people most often ask me when I’m consulting is, “What’s the #1 thing I can do to make more sales today, tomorrow, and next week (as opposed to next month, next quarter, next year)?” Usually they ask thinking that I’m going to give them some killer pitch…Read More