Pitch Your Product in Two Sentences

Less is more. Instead of opening your calls like: “Oh hi, this is _______ _______ with ________ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world. We offer one of the lowest overall freight charges on transportation, and also […]

Is Sales Really Just a Numbers Game?

The answer is yes. And no. First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say. Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; […]

5 Questions for Influencers

More and more these days, decision makers hid behind their assistants or other influencers. Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. Big mistake. As I’m sure you’ve no doubt noticed, influencers have, well, a big […]

Why Wanting to Win Isn’t Enough

“It’s not the will to win that matters – everyone has that. It’s the will to prepare to win that matters.” –Paul “Bear” Bryant football coach You may want to win, want to make more money, want to be in the elite class of closers at your company, BUT: Are you willing to put in […]