When Is the Best Time to Reach Prospects & When Should You Follow Up?
Successful agencies turn to data when trying to maximize sales and marketing efforts.Agents today juggle tasks from sales, to marketing, to administrative follow-ups. Knowing when to dial your leads...
View ArticleMeasure the Most Important Metric
If you’re in management, then there are a lot of metrics to choose from. Companies measure all kinds of things these days— the number of phone calls, connect rates, presentations set, leads in the...
View ArticleSales Managers – Measure What Matters Most!
If you’re an inside sales manager, then you know all about metrics. In fact, whenever I consult with new clients, the owners and managers automatically begin showing me their call monitoring reports....
View Article5 Steps to Making Appointments Stick
Nothing is more frustrating than making an appointment with a good sales prospect and then calling and getting their voicemail at the time of the meeting.Actually, there is something more frustrating:...
View ArticleYou Have 5 Seconds to Make a Good Impression
Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone.As the Internet got popular and email lost its luster, they said you had just a minute...
View ArticleClosing Sales is Like First and Goal
Hope you’re enjoying the NFL playoffs. A client and I were talking about that Bear/Eagles game a few weeks ago, and (besides the Bear’s kicker—I do feel bad for him), we were talking about that last...
View Article3 Ways to Overcome Call Reluctance
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...
View ArticleIf You Love Sales, Then Pass This On
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...
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