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Strategy
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10 Mistakes that Kill Sales Calls

Sales Leadersmiss or make the numberone sales call at a time. Yet they typically don’t pay enough attention to each call. They look at each rep’s performance to quota. Theyreview the pipeline. These are difficult to control. Sales leaders can...

Sales Call Coaching Tool

Download this tool to improve sales call performance immediately. Key Benefits: Ensure sales people maximize every at bat to win more deals Shorten the sales cycle by advancing more opportunities Make sales people more self-aware during future interaction Fill out the form below to download...

Make Your Number One Sales Call at a Time

Stephen Curry was told that he wasn’t tall orstrong enough to make it to the NBA. He made it by working harder than everyone else. His triumph is legendary and his history is still being written. Curry is a two-time...

Win More Big Deals One Sales Call at a Time

Chances area few big deals will make or break your year. If you could just win more of them, life would be so much easier. When you win them, it seems like your repsdo everything perfect. When you lose them...

The Worst Sales Call of 2013

Why was this call the winner of this dubious honor? The appointment was bad. But it was our pre-call interview with the sales rep that clinched it. All identifying details have been changed to protect the client. Here’s the story: We...

The Sales Call Preparation Technique your Team Needs to Know

We are going to discuss a simple sales call preparation technique.Sales Leaders thatimplement it will get better results. Sales people don’t typically do a good job preparing for tough questions in calls. They understand the goal of the call. They plan...

The Worst Sales Call of 2012

The story begins with the EVP of Sales of a large technology company. He hired our firm. The purpose of the engagement was to understand why The Challenger Sale was not working. In 2011, this company replaced its Solution Selling...

Sales Managers: Grab 2 more Sales Calls per Week for your Reps

Sales Managers are only averaging 14% of their time with Sales Reps and Customers. World Class Companies Sales Managers spend over 75% of their time with their reps. Sales Reps are only averaging 42% of their time on Selling Activities. World...

How Much is a Bad Face-to-Face Sales Call Strategy Costing You?

I was recently on a sales call with a software organization that hadfour sales resources onsite for the meeting andtwo called in virtually. This was thefirst sales call with this customer regarding a new product line (they already had a...

The Worst Sales Call of 2011: A Tale from the Sales Consulting Trenches

Our version of a DILO involves an experienced consultant, meaning a former head of sales, going into the field with a client’s sales team to make sales calls. This allows for direct observation between buyer and seller at the moment...
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