I’m getting a lot of questions from reps right now about what they can do to make sure the deals in their pipeline will close by the end of the year or how they can create urgency to get them to close. There’s no magic answer to this other than discounting (which is sad) but […]
Month: November 2018
5 Voicemail Tactics to Get More Callbacks
Reps always ask me whether or not they should even leave voicemails anymore since they almost never get a callback. My response is yes – as long as they are good ones. If you’re leaving ‘touching base’ and ‘checking in’ voicemails then I would not to waste the prospect’s time. If your voicemails are targeted with […]
Free Sales Training: 6 of My Favorite Sales Tips
There is no shortage of free sales training resources out there. Today there are more videos on YouTube than you could watch in your lifetime and more books on Amazon or Audible than you could ever get through even if you read one a day. Unfortunately, there is no magic resource that will automatically help […]