View Post

Stop Making Cold Calls

Earlier this month I hosted a panel discussion at a the Sales Velocity Conference here in Denver. This conference was hosted by ConnectAndSell who are based here in Denver and have carved out a niche with their technology that offloads the tedious work of outbound dialing and navigating phone trees to deliver conversations for demand generation teams. While I have …

View Post

Founders Guide to Hiring Your 1st Salesperson

Companies often hope to move from the founders-led selling to hiring a star who can take over immediately. Unfortunately, this ‘big bang’ approach to hiring your first salesperson doesn’t work well. Rather than handing over selling to someone else all at once, think about getting the founder out of sales as a progressive path. Selling is a continuum of many processes rather …

View Post

Sales Writing – Unlock the Power of Email

Email is Medium not a Means Any discussion of written communication in the sales process must focus on email. It is important to remember that Email is not a means of communication. Rather it is a medium… a means of delivery. If you find this distinction confusing, consider that email as a medium can contain several means of communication including …

View Post

8 Ways Salespeople Can Write Better

I am often asked by salespeople how they can improve their written communication skills. Here are my eight go-to answers. FYI: You can download all the sales email templates I use HERE 1) Take a Creative Writing Class – Every skill improves with practice and there is no better way to practice your writing than a creative writing class or …

View Post

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 …

View Post

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 …

View Post

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 …

View Post

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 …

View Post

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 …