Latest Articles
Latest Articles
Your Voicemail Message Matters
The average response rate to voicemails is just 4.8%. (Source ZoomInfo) Less than 5% of prospects on average call salespeople back. However, the issue isn’t usually the prospect. It’s the salesperson. It's what they say. It's how they say it. Well crafted voicemails...
Chase the Nos. Enjoy the Yeses!
I’ve been thinking and talking a lot about rejection lately. So many people are uncomfortable hearing “no” from customers. This makes sense, of course. Who likes to be rejected? Here’s the thing though: the no’s get us to the yeses. Without them, we do not get to yes....
Your Prospects Are Waiting For Your Call
Some salespeople will look for any excuse to not make their sales calls today, which ultimately means they are letting their competitors call them instead. You will always have the choice. Do you pick up the phone and call then? Or do you let your competitors get...
Ready Your Mind For Sales Calls
Before you make a cold call or sales call, take a minute to get your mind ready, you would be surprised at how much this can help. Focus on positive thinking. Focus on optimistic thinking. Focus on successful thinking. A lot of people don't do this, and focus on...
The Best Way to Start a Monday In Sales Is To Make Calls
The best way to start a Monday in sales is to make calls. Just pick up the phone and start phoning prospects and customers. Don't find other things to do. Don't try to avoid making calls. Don't let yourself get distracted. You will never feel totally ready to call...
Always Ask For The Business
Always ask for the business, or pivot to the next yes. It's not always easy, so here are 10 ways you can do it: 1) Should we write it up? 2) How many would you like? 3) When could you get me a PO? 4) I can get this to you Tuesday or Thursday, which do you prefer? 5)...
90% Of Salespeople Sell Reactively
Most salespeople get stuck in a reactive selling cycle that looks like this: Receive an incoming customer problem Solve the problem Receive another incoming customer problem Solve the problem That continues to happen day in and day out. The problem is, when you're...
There Are No Cold Calls
There are no cold calls. We have all had to adjust to the changing landscape - whether it's less travel for work, or work from home. People want to hear from you. Customers want to hear from you. They want to hear your voice. They want to know that you care.
Being Human Podcast With Richard Atherton
The majority of salespeople don’t want to pay for their own sales training
The majority of salespeople don't want to pay for their own sales training, and this shocked me. I ran a poll last week asking how much salespeople invested in their own training. Some spent $50 - $250 per year. Some spent $250 - $500 per year. Some even spent $500 -...