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Knowing When (And How) To Close An Unproductive Account

When salespeople are in an industry with long buying cycles or buying windows, prospects will often weeks or months before they are in a buying mode – and a lot can change in that time. A formerly viable account could lose funding, interest, need or even go out of business altogether!We recently sat down with Alex Texeira, a sales manager in just such an industry. He shared the process he uses with his salespeople to ensure they regularly remove unproductive accounts from their pipelines.If salespeople are going to manage pipelines and keep viable accounts in play, it means knowing how,…

Deciding Who Deserves Outreach

It’s a fact that not all buyers are created equal, yet many salespeople spend a lot of time pursuing prospects that either can’t or won’t do business with them. When we sat down with Dale Roznowski, an engineer-turned-sales-leader, we asked him how he advised his salespeople to prioritize their time and decide which prospects actually deserved attention. Like many industries, Dale’s company sells to buyers who have ‘buying windows’: times of the year when budget becomes available. If Dale’s salespeople and company are not top of mind when those buying windows open across their prospects, their competitors will likely get…

Tech That Salespeople Forget To Use

Technology has become ubiquitous in prospecting – salespeople embraced social media, LinkedIn, and auto-responders as sales tools that get results. Unfortunately, few salespeople are leveraging technology throughout their sales cycle to ensure their deals have a higher chance of closing. As Phil Gerbyshak shared with us on our recent livestream series, technology can actually help us close sales. When sending a proposal into a corporation, it’s common to be ‘ghosted’, and then we’re right back where we started chasing folks down on the phone and via email. Sometimes, it can even seem like the whole sales process has restarted.To trim…

Why Winning In Sales Has Little To Do With Selling

If you’re judging the success of your sales career by how many sales you make, you’re destined to live in feast or famine.You’ll be chasing the next deal in front of you and not planning for long-term revenue. It’s a cycle of pain that will never let you get on top of what does allow you to win in this profession: prospecting.We recently sat down with Meridith Elliott Powell on our live stream interview series, and she shared a sales system with us that belongs in the quiver of any salesperson and also allows them to ensure their own success.She…

How To Systemize Great Sales Emails

While email should only play a small part in our prospecting systems, it is still a great communication channel and should not be ignored.But how do we differentiate our emails from the dozens (or hundreds) of emails our prospects receive?We sat down with a sales legend recently and he told us the only emails we should be sending are the ones that benefit our prospects’ lives and business.Jim Cathcart, a multiple hall-of fame recipient in the sales, marketing and speaking world, shared with us that the best emails serve as ‘virtual hand shakes’.As always, we’re using the TRIM system in…

Time Management Mistakes That Kill Sales

In a livestream conversation with Mark Hunter “The Sales Hunter,” we discussed one of the key challenges salespeople faces – time management. The most impactful way to make that happen?“Don’t work off a to-do list, work off a calendar,” Mark said.Whether that looks like phone calls, emails, social media messages and even old-school cards and letters to the folks you want to connect with, being top-of-mind to the people who can buy from you requires planning before reaching out.That means we have to schedule outreach on our calendars and find time to make calls, customize email templates, type up social…

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