One of the biggest hurdles that B2B call centers and salespeople have to overcome every day is the ubiquitous presence of voicemail. Add caller ID into the mix and your challenges are compounded; but you can win the voicemail game.
Should you leave a voicemail message?
It...
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Ask yourself this question: could you use an extra $100 million or more in income this year?
If your answer is "yes," you should start a hedge fund.
Before you rush off to Wall Street, let me suggest:
1. Stick...
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Every football team is essentially two teams: the starters and the practice squad (also known as the scout team). The practice squad's job is to represent what the competition's offense or defense game plan or playbook might look like. Each week, the starters practice against these players...
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Receptionists, clerks, secretaries and administrative assistants are the “gatekeepers” of business. An experienced gatekeeper is usually adept at screening cold calls and recognizing sales professionals who attempt to reach the decision-maker without an appointment. This is part of their...
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You’d be forgiven for thinking that being a customer is easier than being a salesperson. All the customer’s got to do is pick a supplier, right? But when the customer makes that buying decision, the risk shifts to them, and the impact of a poor buying decision on the customer is usually...
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It’s about that time again. Time to start preparing for Dreamforce, one of the biggest tech conferences in the world. This year, in addition to preparing myself for who I’m going to meet and how I can get the most out of the event, I’m also preparing to be accosted by the booth reps who seemingly...
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I’m scaling my training down, down, down these days—two days is too much, one full day is still too much, and a half-day still seems challenging.
I regularly get requests for a one-hour training. But what I’m realizing is that it’s not the length of the training, but how it is delivered. As I...
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Over the course of my career, I've heard salespeople at meetings and on calls start and end their introductions by listing their "résumé of experience" and the accolades they or their company have received. Next, they ask the customer if they're ready to hear the pitch — the...
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I truly believe in the power of ROI tools to enhance a sales team’s ability to close more deals. (If I didn’t, I wouldn’t be in the business of selling them.) However, not everyone agrees with me. In fact, inside LinkedIn group discussions, I’ve had sales leaders at some of top global b2b...
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