You’ve probably heard me say this before: Prospect discovery and pipeline discovery are two VERY different meetings. And, the questions you ask on a sales discovery call are MUCH different […]
Prospect discovery questions are drastically different from pipeline discovery questions. In fact, you should never use pipeline questions with a prospect. Why? Because prospects are somewhere between cold and lukewarm. […]
IMPORTANT: Your Value Prop (aka Sales Pitch) and your Intro are very different things. If you’re using them together, take a stroll over to my post about the SWIIFT Intro. […]
Prospecting discovery is drastically different from pipeline discovery. If you’re selling something new and you’re leading with the standard exploratory questions that everyone else already Googled, you’re probably not getting […]
Call Bridging is a critical skill if you’re used to face-to-face selling and now working the phones. In my previous posts I talked about call productivity and setting call goals […]
This feels like a big deal… Twenty (cough) ish years ago during my first week as a Sales Manager, my colleagues (and assigned hazers) dropped a stack of Selling Power […]
Does anyone out there NOT have a story about working their tail off to reach a Decision Maker only to find out that it was a bum lead? Account and […]
Raise your hand if you’ve promoted the wrong rep to sales manager before? Yeah, no sales leader in the world can keep both (or either of?) their hands down. And […]
People love to ask, “Is Cold Calling Dead?” It’s probably for the controversy effect more than anything, right? My answer (like all great consultants) is, “It depends.” Marketing has come […]
In the past five years, the acronyms BDR and SDR have jumped to the forefront of selling – particularly digital or virtual selling in the SaaS space. Feeling lost already? […]
Employee development is a critical part of attracting and retaining talent, but only a fraction of leaders include an annual development line-item in budgets. We wait until we have a […]
Everyone loves to talk about how many calls it takes to get someone on the phone (me included), but not enough of us talk about how to KEEP them on […]
Many of the same challenges we faced when we worked on-site carry over to this new reality of working remotely. Other, more recent obstacles are specific to virtual teams. One […]
If you’ve decided sales leadership is right for you and you’re ready to get noticed for management, this blog is all about answering the question, “How Do I Get Promoted […]
Recently, one of the awesome women in #GirlsClub shared that she wanted to move all the way up the sales ladder before trying management. She wanted to be credible to […]
