View Post

Powerful Cold Calling

Original broadcasted LIVE on Thursday October 8th at 1:30pm MDT. This webinar was scheduled for 90 minutes (including Q & A) and here’s what we covered: Share the exact blueprint I use to get more first meetings Show you my simple formula for overcoming objections Help you develop a more powerful Value Proposition that draws your prospect into the conversation …

View Post

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 …

View Post

5 Quick Tips to Build, Keep & Maintain a High Integrity Reputation

I met a woman a year ago whose company appeared to be a terrific strategic partner. Her company came highly recommended, their client portfolio was impressive and their body of work appeared top notch. Thanks to a sparkling introduction from an existing partner, she was intrigued by my company and showed great interest in an alliance. Let’s get together next …

View Post

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? …

View Post

The Mind of the Customer: Battlefield Ultimatum

Fortify the trenches! Hold your position! Pow! Rat-a-tat-tat. Ammo to the front! Company A, flank and roll!! Bang! Incoming!!!! Boom!! Blam. Blam. Zing. Pow, pow, pow!!! Battlefield Ultimatum. If this sounds like what’s going on in your customer’s mind during the sales process, you are right. Whether it is from the launch of your elevator speech, the strike of a …

View Post

8 Closing Techniques in Professional Sales

Anyone you speak to in sales will tell you that they believe in “consultative sales”. All this really means is that they like to speak to their client, and ask them some discovery questions, make a recommendation, and then “cross their fingers”. This concept is not new, it just happens to be en vogue. In any type of sales, this …

View Post

Mirror, Mirror, On The Wall

No, No, No! If you have ever been in sales then you have experienced the dreaded “no”, whether from a cold call gone askew, a sales presentation that ended in rejection, or perhaps marketing denying your request for a new product slick. In sales hearing “no” is inevitable. You better learn to accept it and understand that you, and only you, …

View Post

How To Do Effective Web Marketing With A Small Budget

As entrepreneurship is seemingly very hyped up and very excited, the reality is still that it takes a lot to actually stay afloat with your business (most startups go broke after just five years). As the economy is slowly recovering, there are a few more funding options for entrepreneurs but it still doesn’t mean that they will become successful. Funding …

How To Avoid Sales Mirages

One of the challenges that sales professionals face in the sales process is distinguishing between what looks like a real deal and what actually is a real deal. Think of it as a mirage. It’s not that prospects are necessarily trying to lie or take advantage of you, but people in general unfortunately tend to be unaware. They perceive themselves …

View Post

How To Improve Your Sales Time Management

The presentation today is on time management for sales professionals, and was basically developed while I was running a company that primarily did lead generation outsourcing and sales outsourcing at a very high scale. Click Here for a FREE Download of My Time Management Template Worksheet To give you an idea, in a typical year we would do about three-quarters …