There is just too much evidence to deny the ROI of 1:1 sales coaching on team performance. I could cite the CEB research that shows that salespeople who are coached at least 3 hours a month achieve an average of 7% over quota.
How do you handle referrals?
Because even in today's buyer-has-all-the-control- and information overload age, referrals will still cost you less, will close at a higher value, and will close faster than any other means of generating customers.
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On a recent #livesaleslab, we talked about two questions. First, why should people buy from you, and second, why should they buy from you now?
These seem like relatively simple questions to answer.
However, most of the time when I'm asking these...
So, how much does your stuff cost?
When I talk with salespeople about ghosting, when the best time to break up with a prospect is, and how to break up with that prospect, the analogy that's been left with me is dating.
Because throughout the conversation that I was having with...
Many salespeople I talk with aren't struggling so much with what questions to ask, but rather;
"What is preventing me from asking the questions that I know to ask and should ask, but I'm not asking them when I should?"
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How do you help people buy solutions to problems when they don't even realize that they actually have a problem?
It's one thing to be able to sell to someone when we know that...
When I was about 9 years old, I watched the Dracula movie for the first time, and hence, became obsessed that Dracula himself was living in my mother's basement.
When my mother...
Mauricio Suarez and Michael Douglas (not the actor) joined me on this week's Live Sales Lab recap and generously shared their top tips to close those large complex deals.
First tip: however long you think it will take, multiply by three. Your...
Because I talk to so many women in sales today and coach them, I thought this would be a great opportunity for me to share these exact words of wisdom with you.
