Although it obviously has six letters, “change” has a reputation of being a four-letter word in most workplaces. You mention changes to your team in a group huddle, more than likely you’ll see expressions ranging from trepidation to outright rejection. You mention changes to your team in a group...

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With the emergence of so many changes in technology and consumer behavior, the traditional sales model of cold calling surely must be dead. Right? Not necessarily. Approaching prospects at the right time in their buyer’s journey could provide you with an advantage over your competitors. Step one in this...

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One of the biggest issues sales teams face is the amount of time it takes to connect with a prospect. How many times do I have to call for them to pick up? What about the gatekeeper? Am I trying to reach the right person? These are all questions...

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You scored the big deal, the sale you’ve been going hard after for most of the year. Now what? Sure, go ahead and celebrate. But if you haven’t been keeping a healthy amount of attention to sales prospecting — going after opportunities to connect with other qualified prospects, you...

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It’s an unfortunate reality. When it comes to professionals who earn the lowest marks for honesty and ethical conduct, car salespeople continually drop to the bottom of the pile — next to Congressmen, according to a recent Gallup poll. While car salespeople were singled out in the study, a...

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It’s no secret that it’s a constant tug of war between sales and marketing on who owns teleprospecting. Who owns what part of the sales journey? What constitutes a qualified lead? What is the logical progression of a lead-turned-buyer? These are questions that both teams are asking and not...

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By: Brad Seaman On: December 08, 2015 In: Prospecting Enablement Comments: 0

Quick. Can you explain what your company does in just 2 minutes? 1 minute? 30 seconds? What about the other employees at your company? The marketing team? The sales team? If it’s been awhile since anyone on your team has tested your company’s elevator speech, take a few minutes...

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By: Brad Seaman On: November 17, 2015 In: Lead Generation, Prospecting Enablement Comments: 0

Nothing has changed. Picking up the phone to call a prospect is still an effective way to get a qualified lead. Make more of them, and you’re more likely to hit your goals. But, as with any strategy, you need to master it to get great results. For this...

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By: Brad Seaman On: November 12, 2015 In: Prospecting Enablement Comments: 0

Depending upon which report you’re relying on, it could take anywhere from 6 to 13 touchpoints (emails, voicemails, meetings, etc.) with a prospect before they’re ready to buy whatever it is that you’re selling. Some sales experts say it can take even more in today’s complex sales and marketing...

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By: Brad Seaman On: November 10, 2015 In: Lead Generation, Prospecting Enablement Comments: 0

As a sales manager, you’re all too familiar with the daily challenges your team is up against. How about too few hours in the day to tackle all the tasks of required to get a sale — from researching data and following up on emails to making the cold...

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