Call reluctance…
The mental gymnastics of prospecting and selling. The number one complaint from every sales leader I talk to? Their team doesn’t pick up the phone as much as they’d like. Sales teams share dozens of reasons with me about why…
Podcast 74: Kevin Clark on building a coaching culture
Show notes Kevin Clark is the SVP of Revenue of Synup. In this episode, Kevin shares how he and his team have created a great coaching culture at Synup. We dig into what the weekly cadence of coaching should look…
Personalization is about values connection.
A blend of what the prospect values and your company values. Then connect it to a problem that’s standing in the way of them living out their values. Here’s an example: — ✅ Business: A service that helps consumer brands…
“Prospects never return my voicemails.”
The common sales advice? “Share more *value* in your voicemail!” Okay dude… How much value could you possibly share in a 30-60 second voicemail? There’s this myth that an elite group of sales assassins get 80% of their voicemails returned….
Double taps are the quickest way to increase cold call pick up rates.
If you get a voicemail the first time you call a prospect, hang up and call them right back. Pick up rates should increase by 10-20% if you’re consistent with this technique. Sounds simple enough, right? So why don’t more…
Podcast 73: Nick Cegelski on cold calling, routines, and habit stacking
Show notes Nick Cegelski is an Enterprise Account Executive at SurePoint Technologies. In this episode, Nick does a deep dive into his weekly routine. And we dig into cold calling a ton. You’re going to enjoy this one. Connect with Nick…
Accountability vs. micromanagement
What’s the difference? Your intentions as a leader. And how it’s received as the individual. No one likes to be micromanaged in sales. It implies that the person is incapable of making the right decisions. You don’t trust them. So…
Here’s a quick hack for better empathizing with your prospects.
Look up your competitor’s positive AND negative reviews. Why? To understand how your product/service is positioned against the alternative. If you’re prospecting to people already using a competitor, you need to understand why. If you sell software, look at your…
Podcast 72: Andy Paul on self-directed coaching, motivation, and empathy
Show notes Andy Paul is the Founder of The Sales House. In this episode, we dig into habits and how you can coach yourself to be a better rep. Andy also shares his tips for how managers can more effectively…
Balancing time between selling and prospecting.
Let’s be real, you don’t have this problem. Sure, there are some enterprise cases where this might come up. But you’re likely not so overwhelmed with discovery/demo calls right now that you don’t have time to prospect. But you’re scared…
