by Steve Knapp | Feb 18, 2019 | Sales Execution
One of these four statistics is false. Which one is it? Our brains can store the same amount of data as 4000 iPhones with 256GB storage. Walking through a door is likely to make you forget what you were supposed to do. We remember about a third of what we hear. Short...
by Steve Knapp | Feb 10, 2019 | Sales Execution
One of these four statistics is false. Which one is it? Best days of the week to call prospects are Wednesday and Thursday. Almost six in 10 buyers want to discuss pricing on the first call. 54% of buyers want to see how the product works on the first call. Successful...
by Steve Knapp | Feb 4, 2019 | Sales Execution
How many questions is the optimal number of questions to ask a prospect when calling them? 1-6 7-10 11-14 15-18 Why does this matter? Whose benefit is it for? What can I do with this information? Structuring your planning so that your sales calls reach a set...
by Steve Knapp | Jan 30, 2019 | Business Strategy, Sales Execution
January is over already….where did that go? Are you looking back and thinking “wow what have I achieved as it seems that I’m only getting started” or are you fully into it, measuring your performance against your business goals and laying down solid foundations for...
by Steve Knapp | Jan 28, 2019 | Sales Execution
“You miss 100% of the shots you don’t take.” – Wayne Gretzky Key to succeeding in business is being out there. Think about when you started your business and took those first tentative steps to go it alone. One of the earliest things you had to do...
by Steve Knapp | Nov 2, 2018 | Sales Execution
Client retention is vital for business growth and sales success. But how do you improve your client retention? Utilising feedback, pre-call planning and post-call documenting to give yourself the best shot at retaining clients. “They say” it’s 7x more expensive to...
