We’ve all been through it: You set an amazing demo or presentation call and, and…they don’t show up! Or, you have an amazing and, what you think is...
I was working with a sales manager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half...
Feeling a little overwhelmed by all the new technology that seems to come out every month (almost every week)? If you’re like most companies, then you’ve...
How many tie-downs and trial closes do you or your team use during their presentations? If you’re thinking, “What’s a tie-down? What’s a trial close?” then...
We’ve all been taught that practice makes perfect, but it doesn’t. If it did, then we’d all be great golfers, tennis players, and sales reps. But...
I was onsite training in Montreal, Canada last week—a software company, hi everyone! —and one of the sales reps brought up today’s quote as we were reviewing...
Do you or your team suffer from call reluctance? Would you rather send emails than make calls? If you have to pick up the phone for a...
If you’re getting screened out by gatekeepers, then chances are you’re probably causing that screening. Before we get into the things you may be doing to cause...
Want to know a secret about objections? There are really only two types: Real concerns that need to be addressed, and, once you do, you can then...
Are you still getting screened out by the gatekeeper? Are you still getting interrogated with questions like: “Will he know what this call is about?” “Is she...
