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One tenth of a second, that’s just 100 milliseconds. According to research, it’s also how long it takes for someone to form their first impression of you. For what feels like decades, we’ve been taught that our first impression is the key moment that will absolutely make or break any relationship. But how is it […]
The day my team at a previous company started using local presence dialing was the day our numbers turned around for good. Before that, the caller ID displayed an 800 number to prospects. The connection rate was terrible. Prospects would assume that an 800 number meant a telemarketer was calling, and ignore us. Once we […]
As a sales manager, you may be glad to put the days of handling rejection behind you. Let’s be frank: selling is a hard job. Getting hung up on, losing a deal, and being told no sucks. This is why having some empathy for your team is critical. “Salespeople are burning out faster than ever […]
Steve Jobs may have left us seven years ago, but even to this day, the mere mention of his name sparks a range of responses. One of the many things Jobs was known for was his mastery of persuasion. The Walter Isaacson biography of Steve Jobs discusses the “reality distortion field” that was Jobs’ ability […]
The house is dark inside and night has fallen. The babysitter is unfamiliar with the home she’s in, the kids have been put down to bed, and she is just passing time. Suddenly, the phone rings: Riiiiiiiing…. Riiiiiiiing… “Hello??” :heavy breathing: “Have you checked on the children?” Scenes like these from classic horror movies feel […]
When you meet new people, how do you connect with them quickly? Why are some people able to connect deeper, faster than others? Perhaps  shared interests, mutual activities, similar feelings do play a role, but social psychology says a more primal subconscious process is at play. For sales, this is a process that can be […]
The traditional definition of growth hacking involves doing more with less but still driving an increase in performance. In sales, we love to measure usage of a prospect’s name, keyword mentions, and even conversation length, however there are variables that can be exploited as “hacks” order to garner immediate returns. These include both verbal and […]
Enabling reps to have hyper-contextualized sales conversations 42% of sales reps feel they don’t have enough information before calling a prospect. And when they try to locate it, they have to search and toggle between multiple applications and windows, including Salesforce. This means reps are unprepared to have quality sales conversations without the right information […]
The most powerful tool a sales manager can have is data, but it is often their biggest liability. Quality sales data allows managers to accurately predict, forecast, and develop sales strategies to ensure reps are successful and meet their goals. The problem is the information is often not trustworthy because salespeople do not have the […]
In sales, the discovery phase involves smart questions and active listening skills. Any sales training will mention both. However, it is possible to ask questions and use sales listening skills without real empathy. Consider the data from a HubSpot Research study of B2B buyers and sellers: The #1 buyer expectation (69%) is a sales rep […]
Autodialers should be dead to anyone in sales. As in, left for debt-collectors, scammers, and telemarketers. If you’ve spent any amount of time in sales you have heard  the age-old rule – “it’s a numbers game”. If you make enough calls, you’ll eventually connect, fill your pipeline, hit your goals, and generate revenue. Here is […]
There are many professions that review footage of themselves during practice or after competitions. Professional athletes review game footage, musicians listen to recordings of themselves, actors re-watch their reels, pilots check their simulations… the list goes on and on. As a sales rep, you should do the same thing every single time you lose a […]