Are You Using This New Technology to Generate New Opportunities?

Posted by Dave Kurlan on Wed, Nov 13, 2019 @ 13:11 PM

rainbow-flatware

Do you have Rainbow flatware?  Biomagnetic ear stickers? A diamond-shaped ice cube tray? Baby feather wings?  Yah, these things exist here.  You don't?  Me neither.

Have you signed up to use a company that uses AI to generate leads for you?  You haven't?  Me neither.

It seems to me that the only companies using AI to generate leads are the companies trying to sell you their services using AI to generate leads.  How ironic!

AI-generated emails make up the majority of the digital solicitations I receive and they are all from companies offering their lead generation services.  These emails are very easy to recognize.  The personalization is nearly non-existent, the formatting is awful, the message sucks, and they lack traditional signature panels.  But the easiest way to recognize that these are AI-generated emails is the workflow.  They never send one email.  There are usually five or six more that follow and they all seem to include some of the same requests to "bump" their email to the top of the inbox, to "take another look" at their offer, "acknowledge" how busy I am, and the one that drives me crazy, that they "hope" I'm doing well.

In addition to AI, some marketers and sellers utilize workflows from their Marketo, Hubspot and similar marketing/prospecting applications.  Emails and workflows from these applications are usually better composed and formatted.  I'm looking at one of those now, from a UK-based technology firm, attempting to sell outsourced IT consulting.  This particular workflow has sent me 9 emails in the last 5 weeks.  They all begin with "Hope you're doing well."  Then they follow with:

  • 1st email: I am getting in touch to make sure your fieldwork and data collection needs are met.
  • 2nd email: This is a quick note to make sure you received my previous email
  • 3rd email: In case my previous email was an educated stab in the dark,
  • 4th email: I am connecting with you to ask if you need additional support
  • 5th email: I hope you had a chance to review my previous email and hope it didn’t get buried in your inbox.
  • 6th email: I am sorry if I caught you at the wrong time with my previous email.
  • 7th email: see 1st email (back to the beginning)
  • 8th email: I am getting in touch today to see if there is a chance for us to collaborate on your current/upcoming projects.
  • 9th email: I was just curious to know if you received my previous email, and if you had all the information you need in order to get going!

She incorrectly assumes that after 9 emails, she has developed a relationship, participated in positive, constructive conversations with me, and that I have moved from cold prospect to closable prospect.  All this despite hearing nothing but crickets from me.  This is insane!  Why are people wasting their time on these "please delete me" emails?

Back to the AI-generated emails.  They are exponentially worse than what I just shared above!

My recommendation?  Use this powerful game-changer instead or use video conferencing.

Are you in?  Share your comments on the LinkedIn discussion for this article.

Topics: Dave Kurlan, prospecting, lead generation, email prospecting, AI

A Tale of 3 Squirrels and Their Human Counterparts in Sales

Posted by Dave Kurlan on Mon, Oct 28, 2019 @ 11:10 AM

squirrels2

It was rainy and cool so the leaves are dropping from the trees, the peak color has passed and it's time to focus on something else.

Speaking of focus, this morning I was watching 3 squirrels each doing their thing.

Squirrel #1, who I named Ernest, was finding lots of nuts and burying them.  His nest was full and he will reap the benefits of his hard work over the winter.

Squirrels #2 and #3, who I named MT and LayZ, were playing.  They were running up and down tree trunks, jumping from limb to limb, running in circles and generally chasing their tails.  They don't yet have nests and unless they make a commitment, become disciplined, and get to work, they will starve to death this winter.

Ernest, MT and LayZ are no different than their human counterparts who find themselves in sales roles.  The top salespeople are like Ernest and the bottom salespeople are like MT and LayZ.  For evidence of that claim, take a look at the table below with a sprinkling of data from Objective Management Group (OMG) which has evaluated 1,910,915 salespeople from  companies.

squirrels

Ernest would be an Elite salesperson.  Elites make up the top 5% of all salespeople.  MT and LayZ would be weak salespeople who make up the bottom 50% of all salespeople. As you can see from the 6 findings I included in the table, elite salespeople like Ernest are 208% stronger than weak salespeople like MT and LayZ.

The 2 findings most consistent with Ernest's focus and discipline are Commitment and Prospects Consistently, where Ernest is 92% and 82% stronger than MT and LayZ.

Even more importantly, Ernest is 326% stronger in the Hunter Competency.  The Hunter, and Commitment to Sales Success, are two of the 21 Sales Core Competencies that OMG measures. The other four findings listed above are all attributes of the Hunter Competency.

No matter how much selling evolves and how many complimentary selling tools become available, one thing will always remain constant.  B2B sales requires a full pipeline and a pipeline that yields results is built from a consistent prospecting effort, born from commitment and discipline.

With or without leads, a BDR team, or outsourced appointment setting, it is a salesperson's responsibility to be sure that the pipeline always has the 3 F's:

  1. Full (consistent daily effort to keep the pipeline full)
  2. Filled (qualified opportunities in the pipeline, lesser ones out)
  3. Fluid (opportunities in, opportunities moving and opportunities closed or archived)

Most salespeople don't even know the threshold for a full pipeline.  It's the number of opportunities required to sell one multiplied by the number that must be closed.  It doesn't matter if it's one account, one order, or one contract as long as the same definition is applied universally throughout the pipeline.  Additionally, the number required to sell one is not the number of proposals required to sell one.  It's more like this (if you close 33% of your proposals):

  • Closed: 1
  • Proposals Required (Closable): 3
  • Qualified Opportunities: 4
  • Opportunities with Compelling Reasons to Buy (Prospects): 6
  • New Opportunities (Suspects): 8

You can see that the typical pipeline requires 21, not 3 opportunities to sell 1, .

Don't be MT or LayZ.  Be Ernest with your pipeline building efforts.

Share your comments in the LinkedIn discussion for this article.

Images Copyright iStock Photos MT and LayZ, and Ernest

Topics: Dave Kurlan, closing, sales pipeline, prospecting, sales tips, discipline

How to Transform Your Sales Pipeline Today

Posted by Dave Kurlan on Mon, Jul 08, 2019 @ 06:07 AM

pipeline2

Big ones, little ones, sharp ones and stubborn ones. I was pulling weeds from the garden when it became crystal clear to me.  The various weeds were like the many types of opportunities in most sales pipelines.  Big ones, little ones, those that hurt (we're behind the competition) and those who are stubborn (they aren't sharing important information).  The flowers in the garden are allowed to remain and are nurtured with sun, water and plant food. Similarly, we must leave and nurture the opportunities that will grow and produce sales, and weed out the undesirable opportunities that distract us from what is most important.

Flower gardens can be large, colorful, impressive and calming to look at.  Unfortunately, most sales pipelines are full of weeds, not large enough, and certainly not impressive.  From its evaluations and assessments of 1,875,978 salespeople, Objective Management Group (OMG) has found that only 46% of all salespeople maintain a full pipeline.  It breaks down as follows:

Elite  (the top 5%) 76%
Strong 65%
Serviceable 57% 
Weak (the bottom 50%)  41%

And when it comes to full pipelines, we must ask, full of what?  Generally undesirable opportunities.

Why do those undesirable opportunities remain in the pipeline?  They provide salespeople with a sense of security. Unfortunately, what they perceive as a safety net, is really denial of the reality of their pipeline.

Step one in transforming your sales pipeline is to perform a thorough weeding, which leaves you with a smaller pipeline, but with the same number of quality opportunities.  This is where a well-built, predictive scorecard will help.

Step two is to determine how many opportunities must be in your pipeline at all times.  To find the answer to that question you must know the size of your average sale or account, your closing percentage, and monthly sales goal.  Let's assume the following three metrics:

  • Monthly sales goal of $100,000,
  • 25% Closing percentage
  • $20,000 Average sale or account

With those numbers, you must have 20 opportunities worth $400,000 in your pipeline at all times in order to close 5 of them each month.  Complete the same exercise using your own historical numbers.

Step three is to determine the gap between what you need and what you have.  Using the example above, let's say you actually have 4 good opportunities worth a total of $80,000.  Your gap is 16 opportunities worth $320,000 - just for this month!

Step four is to add 16 new opportunities.  How?  Referrals, introductions, inbound leads, cold calls, whatever it takes.  But do it!  Today!  Now!  Referring back to OMG's findings again, only 40% of all salespeople are strong at Hunting.  That breaks down as:

Elite (the top 5%): 88% 
Strong: 77% 
Serviceable: 58% 
Weak (the bottom 50%): 26%

When it comes to generating referrals and introductions, only 35% of all salespeople are strong.  It breaks down as:

Elite (the top 5%): 48%
Strong: 42%
Serviceable: 39%
Weak (the bottom 50%): 32%

[Update - I was asked whether weak Sales DNA is responsible when a strong rep is weak at getting referrals and introductions.  It turns out that for 97% of strong reps, it's not Sales DNA but for weak reps Sales DNA is responsible 97% of the time.]

And as for making cold calls, only 33% of all salespeople prospect consistently.  It breaks down as:

Elite (the top 5%): 70%
Strong: 54%
Serviceable: 43%
Weak (the bottom 50%): 25%

If from among the bottom half of all salespeople, 50% of them won't make cold calls, 64% won't generate referrals and introductions, and 82% won't fill their pipelines, then nearly half of your salespeople may not do much of what was laid out in this article.

But there is hope for the serviceable, strong and elite salespeople - the other half.  Many of them will be able to do most of this but the key is holding them accountable.  Their sales managers must set expectations, designate this as non-optional work, impose a deadline, and enforce penalties for non-compliance. 

These four steps are not a one-time fix; they are requirements for continued success in sales that continue into perpetuity. 

Comments?  Questions?  Leave them on the LinkedIn discussion of this article.

Image Copyright iStock Photos

Topics: sales assessment, Dave Kurlan, closing, sales pipeline, prospecting, objective management group

What You Should Never Do on LinkedIn to Do Business with Your LinkedIn Network

Posted by Dave Kurlan on Wed, May 16, 2018 @ 06:05 AM

linkedin

I don't know about you but for every benefit I get from LinkedIn, I get an equal amount of frustration.  Some people, like me, have criteria for who they will invite and whose invitation they will accept on LinkedIn. How many times has this happened to you?

Someone invites you to join their LinkedIn network or asks if they can join yours.  You accept.  And then it happens...

In the first example, I received this message a week after I accepted this individual's invitation:

Hello Dave,   I noticed we haven’t had a chance to talk yet having been connected now for over a week. I am following up to see if you have reviewed our [their product] that has changing the shape of businesses nationwide. If you want more info let’s schedule a time to get connected personally here: [their personal landing pageto gather more detailed information.   As always, if there is anybody you want me to connect you with in my network let me know and I will make it happen. I look forward to your response!

In the second example, I received this message from someone in a business similar  to mine who, as with the first example, sent this to me right after I accepted his invitation:

Hello Dave, I am reaching out because it looks like you are doing some exciting things that are really making a difference! I know the true value of an online network comes from creating meaningful connections through start-up conversations. I am passionate about helping organizations of all sizes to improve their sales performance. For over 25 years I have designed and implemented knowledge management and performance support systems for many companies including Hewlett Packard, ExxonMobil, Pepsi Co. and many others. Let’s chat. Please call me at [phone number] Ps. Here’s an article I thought you might find interesting. It explains more about the importance of Content Strategy in Sales Look forward to talking to you soon, [his name].

In the third example, the message was sent to me the same day I accepted his invite. While it was more tailored to me than most others, it was still wrong:

Hi Dave, I came across your profile recently on LinkedIn, and I got to know that you already are a published author. I’m the CEO of [company], one of the world leading “Done For You” Publishing company which provides all the services related to book publishing and marketing. You can find more about us at [their website[. Recently we have launched a Press Release Distribution service for authors which is worth $2,500 (FREE for you). If you avail this offer, then we will get your book featured in press releases to around 300+ media sites, including Top-Tier Newswire (ABC, NBC, CBS, FOX, CW, etc.) which positions you as the go-to expert in your field. In exchange, we would just need your testimonial (video & written) which we can use to get paid clients. If you find that this is the right fit for you, then you can schedule a free 30 min strategy call with me today at [scheduling link]. I would love to spread your book with our PR service (for free). Thank you, [signature line].

Inviting someone to your LinkedIn network and immediately trying to pitch them is not cool and not how to effectively leverage LinkedIn.  There are plenty of LInkedIn experts out there and I'm not going to pretend to be one of them. The way to do business with people in your LinkedIn network is for them to notice your expertise on LinkedIn.  Engage in conversations.  Create and share content and ask specific people to comment.  Pitching your new connections will only cause them to remove you as a connection.

Topics: Dave Kurlan, prospecting, linkedin, social selling

Have the Promises of Inbound Sales Come to Fruition?

Posted by Dave Kurlan on Mon, Nov 14, 2016 @ 06:11 AM

inbound.png

Last week, I spoke at Inbound, where 19,000 people attended this sold-out event in Boston.  Ironically, I spoke to a crowd that wanted to learn how to be more effective at engaging prospects by phone and converting those conversations to meetings.  Why is it ironic?  Well, the promise of the Inbound movement is that cold calling is dead. Salespeople will reap the benefits of inbound leads from prospects who had already expressed interest.  Has that happened?

There is no doubt that inbound has been a huge success.  Companies that effectively utilize the power of inbound generate a tremendous number of web submissions for their sales teams.  But whether we can call them leads is another story altogether.  Some of the contacts are interested and ready to buy.  More will be interested at a later date.  Most will never become customers, but were happy to take advantage of a free trial, sample or white paper.  Others subscribe to newsletters and Blogs but may never read a single issue or post.

At some point, a BDR, SDR or salesperson will attempt to contact the person whose name appears on the web form.  We know it may take 10-15 attempts before that person is reached.  But when they do answer their phone, what will happen?

The reality is that even though the caller knows something about the person being called, the contact knows nothing about the caller.  Do you know what that means?  After all the promises stating that cold-calling is dead, even the follow up calls to inbound leads are cold.  That's right, cold calling is alive and kicking, but it's less effective than ever before.

Back in the golden age of cold calling, a salesperson might spend two hours each day, make 40 dials, hope to speak with 10 decision makers and book 2-3 meetings.  And those were icy cold calls.  Today, a salesperson working the top of the funnel might spend the entire day trying to reach people who submitted a form from one of the company's landing pages.  They might make 100 dials, hoping to speak with 7 people, and book only 1-2 meetings per week!  Worse than icy, these calls are frozen solid.

Seth Godin first named what we now call inbound, permission marketing.  But most people who request a free download, white paper, sample or trial don't feel like they have given anyone permission to call.  They seem more annoyed over the calls from inept top of the funnel salespeople than prospects were in the old days when salespeople made traditional cold calls.  One reason is that most of the sellers in top of the funnel roles are millennials, many of whom are not well suited for the role.  If you want to see how poorly they fit, look at the science in this article.

None of this is bad, but it is confusing, misleading and ineffective.

Cold calling has not gone away but the approach has changed.  The problem today is that callers are still using outdated, ineffective scripts to follow up with people who requested anything except a call and are appropriately resistant.  None of the call approaches that I've heard deal with this obvious dynamic.

When we help clients make changes to their approach, teach them how to get the prospects attention, and show them how to get prospects engaged on the phone, everything changes.

But people are resistant to change and in this case, the people are often those leading sales teams.  And they have big egos.  It's simply time to set aside the egos, acknowledge that things are not working anywhere nearly as effectively as they should be, and make the necessary changes.

Some of it is simple excuse making - speaking of which, Will Barron of Salesman Red, completed a terrific interview with me and you can watch it right here.

Topics: Dave Kurlan, prospecting, Seth Godin, inbound, cold call

The 5 Questions That Get Prospects to Buy so You Don't Have to Sell

Posted by Dave Kurlan on Wed, Mar 30, 2016 @ 18:03 PM

Questions.png

It's a catch-22 that I find myself in all of the time.  In this business, I can't ever be better at training, coaching, evaluating, consulting, and general sales expertise than I am when actually selling.  If I am less expert at selling, I will lack credibility.  I become one of those people who, if they can't do it, they teach it.  On the other hand, I can't be better at selling than at providing expertise because it is often very threatening to potential clients. They fear being sold something - especially consulting services - from someone who could possibly fail to meet expectations, and my business would fail if I caused that to happen.  So what is a sales expert to do? Let's answer that question, discuss how it applies to you, and share some questions that will help you sell more of what you have!

I need to let and help people buy from me and cannot, under any circumstances, sell.  I've been doing it that way for 30 years and it has worked so far!  The balance is so, so important.  This is something that can be transferred to any sales force.  If you understand the delicate balance I described, you and your salespeople can apply the same balance to your prospects and customers.  Make sure they buy from you, but don't be found guilty of selling to them.

If you get the hang of that approach, you'll have taken the first step to becoming a consultative seller!  Because in order for you to help prospects buy, you must become adept at listening and asking questions.  If you do nothing but listen and ask questions, everything will change.  Of course, they need to be good questions.  As soon as you ask a dumb, stupid, moronic question, that conversation will end.  So what are good questions?  Any question that:

  • Helps your prospect to go wider and deeper in response to what you just heard,
  • Encourages your prospect to provide further details,
  • Uncovers the consequences of an issue they shared with you,
  • Gets your prospect to share how those consequences impact them, and
  • Monetizes the issues and impact they have discussed.

The only problem with all of this is that most salespeople can't do it!  This article discusses why more salespeople suck than ever before and this article explains consultative selling in much more detail!

Recently I was asked to take a look at this article on the Salesforce.com blog about the 3 must-have elements for building sales teams that soar.  They were hoping that I would not only share the article, but especially the infographic that you see below. They did a great job on the infographic. Some of the information in the article is good, some is good common sense, and some - well some contains made-up statistics!  When you see numbers like 50% and 100X, you know there isn't science behind those numbers.  And the days of reps calling 120-170 prospects per day?  Sure, maybe in 1970 when prospects answered their phones.  Sure, if the same reps don't also have to conduct actual sales calls/meetings.  Sure, if the sales manager wants to burn their reps out after a month.  Seriously,  if a dial that goes to voicemail takes an average 3 minutes and you have a ten-minute conversation with 10% of the 170 people that you dialed, you would have spent :

  • 10 minutes x 17 conversations for 170 minutes or nearly 3 hours,
  • 153 dials x 3 minutes for 459 minutes or 7.65 hours,
  • And with four 10-minute breaks and a lunch hour, that's an 11.5 hour day and no time to conduct any sales calls or meetings!

If reps are still doing dialing-for-dollars, 3 hours per day is plenty unless they are in a call center and all they do is schedule meetings for account executives.  Half a day for prospecting and half a day for following up with sales calls makes much more sense! And remember, you won't have time to sell consultatively if you are cranking out that kind of call volume.  That can only lead to transactional selling which, unless you sell something extremely simple, very inexpensive, and for the lowest price, transactional selling won't accomplish anything.

 

Click To Enlarge

The Three Must-Have Elements For Building Sales Teams That Soar

Via Salesforce

Topics: Dave Kurlan, growing a sales team, prospecting, salesforce.com

A Good Look at Bad Salespeople - Companies Don't Get This!

Posted by Dave Kurlan on Thu, Jan 22, 2015 @ 10:01 AM

goodv.bad

Copyright: 123RF Stock Photo

This week I received a cold call from one of the worst salespeople ever.  

I get to see the Sales DNA and Sales Competencies of more bad salespeople than anyone on the planet so I know bad when I see it or hear it.  Objective Management Group (OMG) has assessed salespeople and when I compare percentages between the beginning and end of the last ten year period, not much has changed.  74% of all salespeople still suck and I get to see just how bad they suck.  Once in a while I get to experience sucky salespeople up close and personal.  What I am about to share is just such a story.

The caller said she was from [ABC Systems] and asked if I was the person that handled such things.  

Yes, the very first thing she said, did or ask was to qualify me as the decision maker.  No pleasantries, no preliminaries, no questions to see if we had any issues, not anything except, WAS-I-THE-PERSON?  BANT is an ancient qualifying acronym with A standing for authority.  But it shouldn't be used THAT soon in the call!  Even if they were using the ancient BANT method, I was only 25% qualified at that point. That didn't seem to matter to her though because upon learning that she had a decision maker, she stated that she would like to send a rep over to talk with me about it.  I guess she believed that if I'm the guy, then I must be qualified enough to meet with a salesperson.    I said I was happy with our current system and thanked her for trying.  In an effort to salvage the call, she said, "I can assure you that we can save you 40-50% off of what you are currently paying."  So much for credibility.  She didn't know what I was paying for my current system.  For all she knew I might have even been using her system. I do know this:  40-50% savings is a promise she simply can't make.

She was working the top of the funnel as an appointment setter. Those roles are important in a company but if she does make an appointment, can you imagine the poor outside salesperson who shows up for that meeting?  It doesn't matter that it's with the decision maker.  If the field sales rep can't save the decision maker that 40-50% he was promised, the salesperson will fail to meet expectations!  And what other expectations can there be after a cold call like that?  The decision maker will not care how it works, how it's different, or how it's better.  The expectations were set:  How much will this cost?  A sale cannot be any more transactional than that!

So what did she do well?  She made the dial, got me on the phone and got me a tiny bit qualified.  

What did she do poorly?  Everything else.  If she had been evaluated or assessed by OMG, she would have scored OK only as a Hunter, but horribly as a Consultative Seller, a Qualifier, a Closer, an Account Manager or a Farmer.  She wasn't even fun to talk with.  She didn't have any intangibles whatsoever.  She shouldn't have been in this role.

Everyone has sucky salespeople - it's just a matter of how sucky they are.  Companies tend to put these junior/inexperienced/ultra sucky people on the phones to do lead generation/inbound/appointment setting/top of the funnel work and this is a great example of everything that is wrong with that.  Why do companies do this?  It costs too much and is too distracting for their highly paid salespeople to be making these calls.  But salespeople are the very ones who can convert these conversations.  Salespeople are the very ones who want to schedule a quality call, as opposed to an awful call.  Salespeople have a vested interest in the outcomes of these calls.  If only there was a way to have salespeople in the conversations, but not waste their time trying to reach decision makers perhaps once or twice every few hours.

Oh wait.  There is a way!  ConnectAndSell has an amazing service that does exactly that.  As of this morning, the dashboard at the top of their website showed that they had delivered nearly 3 million conversations for their clients.  It really works.  Check them out here.

Topics: sales competencies, Dave Kurlan, prospecting, Sales DNA, cold calling, lead generation

Can These 5 Keys Determine the Fate of Cold Calling?

Posted by Dave Kurlan on Wed, May 07, 2014 @ 05:05 AM

phoneThe May issue of Top Sales Magazine is now available and in addition to my monthly article, this month's issue is loaded with important reading on sales and selling.

Bob Terson posted my article, Are Your Salespeople Still Cold Calling - The Ugly Truth over at the Selling Fearlessly Blog.

When marketers and writers tell us that cold calling is dead, they never remember to qualify what they are trying to sell us.  The amount of death in cold calling is dependent on a number of variables that never seem to be discussed.  If we take a good hard look at these variables, we can see that taking a broad brush stroke to cold calling is a mistake:

  • New Salespeople - Even this needs clarification.  New to selling?  New to the industry?  New to the vertical?  New to the company?  New to the role?  Unless brand new salespeople are fed an endless number of leads, there may be no other way to establish themselves other than making cold calls.  On the other end of the argument, veteran salespeople who come from the industry, territory, or vertical, and are simply new to the company, may not ever need to make a single cold call to reestablish themselves.
  • Size of the customer pool - If the company has 12 potential customers in the entire world, cold calling is not in the salesperson's future.  On the other hand, if everyone is a prospect, there may be no other way of reaching them all without using cold calling to target the most elusive of them.
  • Size of your online network - If a salesperson has a large and influential online network, that individual might be able to generate enough introductions to keep a full pipeline.  But the key word is "might", and when it isn't happening, cold calls will be required to supplement.
  • Expectations - If a salesperson's role requires 20 new meetings to be scheduled each week and there aren't 60 leads flowing in to support that outcome, the salesperson will need to cold call.  On the other hand, if the salesperson is only expected to schedule 5 new meetings each week, it's possible that a combination of leads, customer referrals and online networking can support that goal.
  • Skills - This is clearly the biggest variable of them all.  IF cold calling will be necessary, then the amount of cold calling is in direct disproportion to the salesperson's skills at performing this.  I know this was true for me as I started 3 businesses in the 70's and 80's.  I hated it, but was willing to do it.  I vowed to get so good at it that I wouldn't have to spend a minute more doing it than was absolutely necessary.  While others spent their entire days making cold calls, I scheduled the meetings I needed to schedule in less than an hour.

As long as we are discussing the variables that must be considered before we say cold calling is dead, you might be interested in these additional 15 articles on the death of various aspects of selling.  These have all been written over the past 8 years or so.  Has my thinking changed?

The Latest Fiction for the Sales Force - No More Hunters and Farmers 

Double Article Friday and the Death of All Selling Forever 

Sales Candidate Shortage - More Proof That Sales Isn't Dead Yet 

Could it Really be The Death of SPIN Selling? 

Sales 2.0 - The Answer to our Prayers or a Costly Distraction? 

Sales Management Best Practices - Are Top Salespeople Challengers? 

Is There a Lack of Clarity on the Current State of Selling?

Insider Opinion - Why Sales Experts Can't Agree on Anything 

Has the Death of Selling Finally Arrived? 

The Death of Selling Revisited 

Seth Godin - Sales Expert or Marketing Genius? 

The Death of the Sales Force is Greatly Exaggerated 

Sales, Sales Force, Sales Call - More Death 

The Death of Selling Part 4 

The Death of the Sales Force Part 5 - Will Selling Live On?

 

Copyright: wavebreakmediamicro / 123RF Stock Photo

Topics: Dave Kurlan, prospecting, death of selling, appointment setting

Friday - Finding New Business & Sales Part 2 - How it's Done

Posted by Dave Kurlan on Fri, Feb 07, 2014 @ 13:02 PM

This is the second weekly installment of Finding New Business and Sales.  You can read Part 1 here.

This week I was interviewed by Jason Kanigan and he asked some great questions about using the phone for prospecting. The interview is a terrific listen if for no other reason than it has MY RECIPE FOR GETTING VOICE MAIL MESSAGES RETURNED, ALONG WITH HOW THE MESSAGES SHOULD SOUND!  

Here is a link to Wednesday's terrific Webinar on Leading the Ideal Sales Force Part 1 in case you missed it.  Register for Part 2, on March 12 at 11 AM ET.

WEBINAR SERIES - Baseline Selling Open Enrollment
Begins February 20 for 12 Weeks
More Information: http://hub.am/1fhbMvv 
WEBINAR - How to Get the Most from OMG's Sales Candidate Analyzer Tool
February 26, 11 AM ET
Register 
SALES 2.0 CONFERENCE IN PHILADELPHIA - What to Ask To Determine If You Need to Implement Sales Force Transformation
March 10 
Register
ECSELL SALES COACHING SUMMIT IN CHARLOTTE NC - What Does Commitment to Sales Success Mean?
April 15
Register
EO AUSTIN TX - How to Shorten Your Sales Cycle and Close More Sales
April 23
Email me 

Topics: Dave Kurlan, business development, prospecting, getting voice mail messages returned

My Top 14 Articles on More Effective Sales Cold Calling

Posted by Dave Kurlan on Mon, Nov 12, 2012 @ 22:11 PM

cold callerYesterday, I posted this article about why sales cold calling is so bad.  One of my readers asked what I would recommend to make the calls more effective.  I've written a lot of articles about cold calling more effectively, so I have linked to fourteen of those articles below.

A new book on sales, How to Close Deals Like Warren Buffett, was launched today.  Highly successful dealmakers themselves, authors Tom Searcy and Henry DeVries, have been studying Buffett’s unique approach for many years. Now they reveal the deal-making secrets of the Oracle of Omaha including 101 top deal-making maxims from a legend in his own time.

They round it all out with an abundance of their own experience – approaches that, added up, have generated billions of dollars in new sales.  When you order today (and today only), you’ll get more than $300 in game-changing bonus material from some of America’s TOP business authors (I’m honored to be one of them).

As long as we are talking about books on selling, these are links to articles on my Baseline Selling site which provide instructions for making more effective cold calls :

Saying Hello

Getting Through 

Getting Your Prospects' Attention

First Impressions

Getting More Appointments

The Five Biggest Phone Selling Traps

Obstacles to Scheduling Appointments 

Overcoming Negative or No Response

What it Takes to Get Appointments Scheduled 

Sales is Like an Obstacle Course 

Getting Your Calls Returned  

These blog links are to articles right here about cold calling:

Are Your People Still Cold Calling? The Ugly Truth

Best and Worst Cold Call in a Single Call 

The 9 Million Dollar Cold Call - Do Salespeople Still Sell That Way? 

Topics: Dave Kurlan, Baseline Selling, new business development, prospecting, cold calls, sales book, sales cold calling, warren buffett

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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