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…

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…

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…

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…

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…

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…

There are hundreds or great books, blogs, podcasts and courses on sales tactics, processes and strategies. Unfortunately, few – if any – talk about how to make sure salespeople actually apply them. None of them share how to turn those great strategies into systems. For two decades, I’ve been traveling the world and studying teams…