There may be nothing worse than churn when it comes to net new revenue growth. The more clients you churn, the more you find yourself running in place, winning new deals that only replace part of what you lost. I happen to know a lot about churn from my time working in a ...
Almost three-quarters of Americans consider themselves lifelong learners. Still, in most sales teams, the words “training ...
Stop me if you’ve heard these: “Sales training doesn’t work.” “I’m a natural at sales, I don’t need training.” “Sales ...
What if your team’s cold call close rate could be 10% or higher? With the right B2B cold calling tips and tricks, that ...
Are cold calls your least favorite part of the job? They don’t have to be. What’s the first thing that comes to mind when ...
If the intention of your discovery questions is to elicit a problem so you can sell your "solution," you are not really ...
What’s the difference between saying “we provide” and saying “you can get”? On a cold call, the difference is about a 22% ...
The main outcome of discovery for most salespeople is to identify the client's problem and its impact. The reason the ...
Is your close rate where you want it to be? If not, the problem may be in your phone game. In fact, 86% of prospects aren’t ...
Today we release my fourth book, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly ...
