If You Love Sales—Then Pass This On

“We are all salesmen every day of our lives.” Charles M. Schwab Whenever I’m at a used bookstore, I always browse the business section. There is gold in those isles. I found a short book called, The Salesman’s Book of Wisdom, by Dr. Chriswell Freeman, and the introduction on “The Joy of Selling” was so […]

The 5 Secrets to Get Your Email Returned

Tired of your emails not getting returned? If you’re a sales rep who is sending emails and waiting….and waiting for responses that never come, then why not use some best practices that will give your emails the best chances of getting a response. Here are 5 things you can begin doing right now: Email Secret […]

Three Ways to Get a Prospect to Respond

I received this question from a reader of my blog last week: “Mike, I have a question for you. “Being that people are more accessible with iPhones, text, laptops, computers, email, messenger, FB, Instagram to name a few, why are business owners/decision makers so hard to reach? It’s almost like they are hiding. They don’t even […]

One Technique to Avoid Ghosting

We’ve all been through it: You set an amazing demo or presentation call and, and…they don’t show up! Or, you have an amazing and, what you think is an, engaging demo call and you set a call back and, and…they don’t show up! “What’s wrong?” you think. “Why didn’t I see that coming?” Wouldn’t it […]

Gatekeeper Best Practices

Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. Sure! I said. In under 10 minutes they recorded a slide presentation, and I want to share that with all of you. Do pass this on to others […]

Getting Buy-In Before Going Over Price

Want to instantly make asking for the sale easier? Then make sure and get buy in that your prospect is sold on your solution before you go over pricing options. If your sale cycle involves giving a demo or presentation that includes showing pricing options, then a mistake you may be making is moving into […]

Metrics—Which One is Most Important?

Feeling a little overwhelmed by all the new technology that seems to come out every month (almost every week)? If you’re like most companies, then you’ve probably got enough technology in place to measure just about everything: talk time, conversion rates, number of demos being given, lead flow and lead placement in the funnel—top end, […]