My sales management mentor, Donnie Williams (who was also my sales manager in the late 1990’s and my business partner in the early 2000’s), was great with one liners. He’s the one who came up with the quip I often use when salespeople tell us they are worried about selling more because production or the …
You Are Responsible for the Health of Your Pipeline, Results and Retirement Income Read More »
I’ve got bad news and good news about your prospecting call. The bad news is that, most of the time, regardless of how well you’ve done in the early stages of the prospecting phone call (right mindset, good voice tone, great start, and compelling, customer-issue-centered, value-dripping mini statement), it’s highly likely that the first request …
Yes, it really has been a month since the last post in this series. My apologies for the delay; I have been sprinting (flying) toward Thanksgiving with events scattered from New Hampshire to Lake Tahoe, Philadelphia to South Padre Island, Chicago to New Hampshire, St. Louis to Boston, and Jersey City to Jacksonville in just …
Telephone Prospecting Tips #3: Two Phrases to Get the Call Off to a Great Start Read More »
In the first article of this series we covered how our attitude and mindset toward the phone and prospecting affect our performance. Today I want to tackle the first critical factor after we get our minds right and actually pick up the phone: voice tone. How you sound matters. A lot. Many of you may …
Prospecting is back! Who would’ve thought that good ole traditional prospecting and picking up the phone to proactively call (and interrupt) prospects (without permission) would become so popular again? Heck, for all the abuse and lies heaped upon prospecting and prospectors the past five years, I’m surprised that we even have phones anymore let alone …
Telephone Prospecting Tips Article #1: Getting the Right Mindset and Attitude Read More »
I’ve got two announcements for you: First, I’m kicking off a new series of blog posts focused exclusively on telephone prospecting with the goal of helping you absolutely master the phone to increase the number of meetings you secure. We’ll cover everything from our attitude and mindset when it comes to picking up the phone …
New Series on Telephone Prospecting / An Invite to Meet Iannarino & Me in NYC Oct. 17 Read More »
Last week I led a two-day new business development workshop for a client on the west coast. What a treat to work with this company. Great culture. Proud heritage. Engaged executive team. True consultative sellers. Fun outspoken people. We had a blast. The two days flew by. During day one, we got into a “healthy” discussion about …
A Perfect Pithy Quote About Prospecting and Leads from a True Sales Hunter Read More »
I love a warm lead as much as the next guy. And we can all certainly understand why most salespeople start at the bottom of their sales funnels and work their way up. That is the default mode of most sellers, right? They start their sales day by obsessing over the hottest deals in the pipeline …
I had an experience with one of my client’s top salespeople that prompted me to break out a favorite Princess Bride quote. Like many of you, I’m tired of hearing from today’s nouveau sales experts that prospecting is Dead; that it’s foolish and stupid to even think about picking up the phone to proactively call a prospect …
I love talking New Sales and this incredible interview just posted by Doug Burdett (The Marketing Book Podcast) may be my favorite conversation yet! If you sell in any capacity, lead a sales team, or you’re an executive in a company that needs more New Sales, please invest the time to listen to this powerful conversation. …
My Best Practical Tips to Drive NEW SALES in This Powerful Podcast Read More »
