Selling Skills | Sales Training | Prospecting

In prospecting, the only thing worse than not setting a prospecting appointment is setting an appointment with the wrong prospect. Meeting with an unqualified prospect is a huge waste of time and can clog up your sales pipeline with bad opportunities. Increase your odds of prospecting success by only focusing on the most appropriate prospects for your solution. That means defining what the most valuable customer looks like for your company using a “reverse engineering” concept based on specific demographic criteria and certain behavioral characteristics. In marketing lingo, these criteria form an “ideal client profile” or ICP.

Sales Management | Prospecting | Sales Leadership

Most sales leaders are hyper-focused on increasing the sales team performance and try anything to improve prospecting activities. They look to create more opportunities by adding new tools to the sales stack, retraining the team, automating processes, and even outsourcing meeting acquisition.

Selling Skills | Sales Training | Prospecting

Back in the day, sales prospecting was a straightforward activity: 50 calls a day. Today, prospecting has evolved as everyone spends less time talking on the phone. The most notable change is the quantity of prospecting emails sent out by sales teams.

Sales Management | Sales Leadership

Leadership and management skills often get confused and interchanged when talking about developing more effective front-line sales managers (FLSMs). But there are some key differences.

Selling Skills | Call Planning

Improving win rates is a priority for sales organizations because too much time and energy are spent on opportunities that fail to close.

Selling Skills | Sales Enablement

During the pandemic, stuck at home with few restaurant options, I taught myself how to cook.