The Critical 15 Sales Metrics to Monitor

The Critical 15 Sales Metrics to Monitor

You can’t achieve your revenue sales goal without monitoring interim sales and marketing metrics. Most business owners focus only on the end goals: closed sales and net new clients. But focusing only on the end goal won’t ensure you’ll achieve it. You have to look at...
Cold Calling Perfection: A 10-Point Assessment

Cold Calling Perfection: A 10-Point Assessment

In email prospecting, one of the first things I recommend is that you send yourself a draft before hitting send.  That way, you experience what it’s like for the prospect you’re emailing – from the perceived length to the content and call to action. You can...
How to Avoid the Sales Prospecting Rabbit Hole

How to Avoid the Sales Prospecting Rabbit Hole

Sometimes it’s hard to give up on prospects who you’ve called, and called, and called. You’ve left voicemails, sent emails, and researched them on LinkedIn. Even though you’ve never spoken, over time, these prospects feel like people you know. Suddenly you’re...
Turn a Prospecting “No” into “Yes!”

Turn a Prospecting “No” into “Yes!”

My youngest son is looking for a job. He has a list of all the places he wants to apply and he’s making his way steadily down the list, submitting applications, then picking up the phone to find and call the hiring manager. He’s very methodical about it and not...
The Key to Sales Success: What Makes You Different

The Key to Sales Success: What Makes You Different

Many companies come to us with no sense of what makes them unique. They feel as if they’re exactly the same as their competitors. Their goal is to run more frequent lead generation campaigns, or hire salespeople who will dial faster and shout louder than their...