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 | Sep 3, 2018 | Book Reviews, Deal Strategy, Insight, Insight Selling, Marketing, Messaging, Presenting, Questioning, Sales Process, Selling Skills, Selling With Insight, Small Business, Value Proposition |
Book Review of Sales Differentiation by Lee Salz Effective sales messaging is a key focus and a pet topic of mine and a key challenge in all sales and marketing messaging is differentiation. That’s why I was so excited when I discovered that serial author and...
by James Muir | Aug 13, 2018 | Book Reviews, Marketing, Messaging, Persuasion, Presenting, Selling to Executives |
Sales Book Review – Seven Stories Every Salesperson Must Tell by Mike Adams Early on in my sales career I noticed that clients remembered the stories I shared far better than the compelling statistics I would offer. A compelling stat? Good for a week or...
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...
by James Muir | May 28, 2018 | Business Development, Insight, Insight Selling, Lead Generation, Marketing, Messaging, Persuasion, Presenting, Prospecting, Selling Skills, Selling to Executives, Selling With Insight, Targeting, Unexpected Value, Value Proposition |
The Six Elements of High Impact Messaging How do we craft outbound prospecting messaging that gets buyers to engage and act now? That’s the question we have been discussing. This week I’m excited to show you a messaging framework based on brand-new, cutting...
