08 Feb 2018

Salespeople Make More Sales Calls
One of the biggest frustrations I hear coming from sales managers is that they want their sales team to make more sales calls. Even though more calls does not necessarily mean more sales, sales activity is often the limiting factor in terms of end results and productivity. So why don’t salespeople just make more sales calls? After all, its their job, it is what they are employed to do...

16 Aug 2017

Let’s face it, cold calling is one of the best ways to get in front of new customers. Businesses have been using this technique for years with huge amounts of success. The film Pursuit Of Happiness show us what can happen if you get good at cold calling. So why do so many people still suck at cold calling? It happened to me again today. I had a call from someone who it would appear do...

11 Aug 2017

Gatekeepers and Objections
One of the biggest challenges salespeople have is the eternal battle of good versus gatekeeper. No matter how prepared you are, how strong your product offering or how much benefit you can provide for this particular prospect, there will often be a gatekeeper standing between you and the decision maker. By the description many sales people give about gatekeepers, you would think G...