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Salespeople Should Write Better

Selling has always required strong communication skills. Meetings, sales calls, and presentations all test a sales reps ability to use their spoken words skillfully. In modern selling however, the written word represents the majority of communication throughout the sales process. Emails exchanged during the typical sales cycle dwarf verbal interaction on a volume basis. The trend towards social selling will …

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Have Sales Leaders Given Up on Cold Calling?

When I ask sales leaders if their people make Cold Calls, I feel like an evangelist for a lost cause. Often, the person sitting across from me looks as if they just bit into a lemon. “Oh… we don’t do that…”. My curiosity gets the best of me. “Really?” I ask. “You don’t call people who might need your product/service …

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How to Exceed Your Sales Plan

This year, I am starting a new adventure. For the first time in over 12 years, I will be an employee. After running my own company for half that time and consulting the other half, this will be quite a change for me. I’ll still be working with a select few clients on a limited basis and plan to produce …

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You Need a Sales Coach

It is strange and a little funny to me that organizations don’t consistently invest in sales coaching. Despite the fact that generating revenue is high on the priority list, little time or money is allocated to ensuring every opportunity has the right strategy and plan. What Coaching is (and isn’t) Sales coaching seeks to refine your selling strategy, tactics, and …

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Lead Generation in 58 Words

Today I am posting an article on behalf of a good friend and professional colleague. Bryan Weinman bills himself as a Demand Generation Engineer and is someone you should reach out to if your sales team needs more qualified appointments. You can download my Cold Call Playbook HERE 58 Words That Get Appointments (almost) Every Time Have you ever had …

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The Death of Content Marketing (and what’s next)

It should not come as a surprise to anyone that content marketing has almost run its course. How many ebooks and ‘top ten’ lists and infographics does anyone really need? Personally, I suspect the publishing tool on this very social media network represents the death knell of content marketing. When I think about content marketing what comes to mind is …

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Free Access to a $2M Sales Tool and Process Library

In case we haven’t met, my name is Townsend Wardlaw and I am a successful sales strategist and coach you have probably never heard of. And yes, I’m literally giving away access to everything on my hard drive… over $2,000,000 worth of sales tools, process guides, templates, cheat sheets, and eBooks. In a minute I’ll tell you why I am …

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How to Deal With No Shows and Cancellations

I’m going to show you exactly how to deal with no shows but first, here are some facts. – For 1st meetings, a 25% no show / cancellation rate is average! – Less than 20% and you can consider yourself world class. – For follow on meetings (what I call discovery) anything less than 20% is top notch. This next …

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Outbound Demand Generation – A Case Study and Roadmap

Have you thought about launching a demand generation outbound team but were not sure how to get started? Have you ever tried (and failed) to get your salespeople to make outbound calls? Are you trying to build the business case for a demand creation team? Do you have an outbound team in place today but want to improve your results? …

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11 Sales Interview Problems to Fix Now!

The way most companies approach hiring sales people, I am quite certain they would have equal success picking one of the applicants at random. It seems so many forget the most basis rule of interviewing – Have a plan and stick to it! FREE DOWNLOAD: Interview Process Guide for Hiring Sales People Alternately and for amusement purposes only, here are …