SALES EXECUTION

The Sales Pipeline.

The Sales Pipeline.

I can't keep track of my prospects I have no new prospects I think I have my pricing wrong I don't know how long prospects take to convert Just some of the common statements I hear from many of the business owners I work with. In fact according to Hubsort only about...

Customer Retention

Customer Retention

Research by Harvard Business Review shows that one year after being contacted for feedback, customers were how many times as likely to have opened new accounts? Twice as likely Three times as likely Four times as likely No difference Approaching customers for feedback...

Post call – value in documenting

Post call – value in documenting

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...

Mindset and Cold Calling

Mindset and Cold Calling

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...

Use Pre-call Planning to Deliver Sales Outcomes

Use Pre-call Planning to Deliver Sales Outcomes

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 outcome...