About Mike Mike recently won both the “2017 & 2018 Service Provider of the Year Awards” for training and development by the American Association of Inside Sales Professionals. His customized training programs not only provide immediate and sustained lift on production, his presentations have been called “a training experience” due to the motivation he brings […]
About Mike Mike recently won both the “2017 & 2018 Service Provider of the Year Awards” for training and development by the American Association of Inside Sales Professionals. His customized training programs not only provide immediate and sustained lift on production, his presentations have been called “a training experience” due to the motivation he brings […]
About Mike Mike recently won both the “2017 & 2018 Service Provider of the Year Awards” for training and development by the American Association of Inside Sales Professionals. His customized training programs not only provide immediate and sustained lift on production, his presentations have been called “a training experience” due to the motivation he brings […]
Is Your B2B & B2C Inside Sales Team: Sending Emails Instead of Making Calls? Struggling with Call Reluctance? Not Making Monthly Revenues? PROVEN ONLINE SALES TRAINING = BETTER RESULTS PRICING OPTIONS Is Your B2B & B2C Inside Sales Team: Sending Emails Instead of Making Calls? Struggling with Call Reluctance? Not Making Monthly Revenues? Our award-winning, […]
How many tie-downs and trial closes do you or your team use during their presentations? If you’re thinking, “What’s a tie-down? What’s a trial close?” then you’re in trouble… In an earlier blog, I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go. They get the prospect on […]
We’ve all been taught that practice makes perfect, but it doesn’t. If it did, then we’d all be great golfers, tennis players, and sales reps. But we aren’t, are we? The truth is: Practice only makes permanent. If you practice poor technique—then you’re going to get really good at being what? Poor at what you’re […]
I was onsite training in Montreal, Canada last week—a software company, hi everyone! —and one of the sales reps brought up today’s quote as we were reviewing calls during the training. The call was a closing presentation—a demo, really—and after about an hour of slides and features and benefits, the rep was anxious to set […]
Do you or your team suffer from call reluctance? Would you rather send emails than make calls? If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite activities. And if you struggle making those calls, then take comfort in knowing you’re not alone. […]
Let’s start with the obvious: Sales reps talk too much. Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter. If you listen to calls from your sales reps, you’ll find that they simply talk past the close. They […]
Want to get your emails returned? Who doesn’t… Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails per week and there is a slim chance they are going to read – let alone respond to – an email from a sales rep. Luckily, there are […]
