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...
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...
How This One Step Creates a 10X Return On Your Sales Time Invested When it comes to engineering successful sales meetings the most effective return on your invested energy comes from planning. Some studies show that every minute spent in planning saves ten minutes in...
Negotiating For Sales – A Review of Unlocking Yes by Patrick Tinney I recently had a closing meeting where my client and I would be negotiating deal points. I had some lead time so I took the opportunity to pick up Patrick Tinney’s book on negotiating...
Why Your Agenda is the Secret Ingredient for Your Next Sales Encounter Agendas position you as a true professional and advisor. Your agenda is a reflection of you, your company, and your professionalism. Clients and prospects alike will project much about the value...
9 Reasons Having An Agenda Improves Your Sales Outcomes It would be easy to forgo creating a meeting agenda and just wing it, but that would be a big mistake. Agendas are far more powerful than most people realize. They represent a valuable tool that mitigates risk...
