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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 …

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The New Rules for Trade Show Success

When I started in sales, trade shows were one of the few, reliable ways to get in front of a large number of your prospective customers. Trade shows are still relevant today but few companies have adapted their approach. WATCH THIS SHORT VIDEO: Bring Home More Trade Show Leads Fact is, most companies come home from trade shows with just …

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CEOs – Don’t Waste $150K on a Bad Sales Hire

You finally found that sales star who will help you take your company to the next level. Even that $100K base salary almost seems reasonable considering their extensive industry experience, proven track record, and large rolodex. Click Here to Download The Roadmap My Clients Use To Ramp Their Salespeople Your star spends six months getting up to speed, reaching out …

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You Wouldn’t Behave Like This In Real Life!

Almost daily now, my LinkedIn inbox contains a new message that looks something like this: “Dear Townsend, I came across your profile in the B2B Lead Roundtable Group and thought as a Sales Consultant you would be interested to hear how you can turn your company’s anonymous website visitors into hot business leads…” The email then goes on to tell …

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This is How to Close a $588,000 Deal!

I don’t know when and where sales organizations decided it was a good idea to start using proposals as the primary means of presenting the cost of their solution but trust me… this is a NOT an effective approach. Here is the exact Script we used to close the deal My simple rule for delivering proposals is Don’t Surprise your …