by James Muir | Apr 5, 2019 | Book Reviews, Business Development, Deal Strategy, Discovery/Questioning, Goals & Time Management, Lead Generation, Messaging, Motivation, Personal Achievement, Planning, Productivity, Prospecting, Sales Process, Selling Skills, Selling to Executives, Time Management |
Sales Book Review – B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals by Scott Ingram I’ve been in B2B sales for over 30 years so, as you might imagine, I have heard a few of sales stories. That’s why I was curious about what I might...
by James Muir | Sep 10, 2018 | Business Development, Ideal Customer, Lead Generation, Marketing, Messaging, Motivation, Prospecting, Referrals, Sales Process, Selling Skills, Success, Targeting |
The Four Keys to Success In Sales Prospecting The most recent data shows that prospecting is the #1 challenge for salespeople worldwide as surveyed by Hubspot. Prospecting is also getting harder. When asked what is more difficult to do in sales now compared to 2-3...
by James Muir | Jul 30, 2018 | Business Development, Lead Generation, Motivation, Personal Achievement, Success |
The Three Keys to Sustained Motivation in Sales (part 3) Our path to high leverage in prospecting has led us to cover four key areas of high leverage: Market Message Medium Motivation And our last few posts we have been covering the three keys to sustained motivation...
by James Muir | Jul 23, 2018 | Attitude, Business Development, Goals & Time Management, Lead Generation, Motivation, Productivity, Prospecting, Success |
The Three Keys to Sustained Motivation in Sales (part 2) We’ve been covering the four key areas high leverage in prospecting. Market Message Medium Motivation Motivation is the fourth key area and last time we discussed how to get and stay motivated in...
by James Muir | Jul 2, 2018 | Blunders, Business Development, Lead Generation, Marketing, Planning, Productivity, Prospecting, Referrals, Selling Skills, Tools |
Which Prospecting Channels Have The Best Conversion to Sales? When it comes to prospecting, if we’re going to be successful, it’s important to get clarity around the dynamics of each selling channel. We need to understand the conversion rate to...
by James Muir | Jun 25, 2018 | Goals & Time Management, Lead Generation, Marketing, Planning, Productivity, Prospecting, Sales Training, Selling Skills, Success, Time Management, Tools |
How Long Does It Take to Make 1,000 Sales Calls? We’ve been discussing that despite both seen and unseen challenges the latest data shows that there is a clear path to navigating both sets of obstacles that brings the greatest success. What sales professionals...
