When Hiring Sellers, Pay Attention to the Minutia

When Hiring Sellers, Pay Attention to the Minutia

Recently, we were interviewing candidates for a Door Opener® position for our company. There were two excellent candidates we were considering for an assignment. They both had similar skill sets and the same amount of experience, and both interviewed well. They both...

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Using the “Assume Close” Strategy to Open Doors

Using the “Assume Close” Strategy to Open Doors

The "Assume Close" strategy when opening doors has proven exceptionally successful, especially when working on securing meetings with difficult to reach corporate decision makers. Most recently, one of our Door Openers® used it and booked a meeting with a high level...

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Need to fix a weak Q1?

Need to fix a weak Q1?

If you are coming into this year with a weaker than expected Q1, it could have happened for a variety of reasons. Here are a few: 1. You may have proposals stuck in the pipeline due to decision makers who are holding off making decisions. 2. You may have spent too...

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Do you have a (professional) New Year’s resolution?

Do you have a (professional) New Year’s resolution?

Many make personal resolutions to ring in the New Year. But have you considered making a professional resolution as well? Each year business leaders and upper management set annual goals that often include things like 'grow top-line revenue' or 'meet more prospects'...

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What To Do About A Hot Prospect That’s Gone Cold

What To Do About A Hot Prospect That’s Gone Cold

Have you ever had a great initial prospect meeting, followed up diligently and then despite your best efforts, can't get the sale to close? It's a frustrating part of sales and it happens to almost everyone. Here are some tips to help you keep the sale moving. Ask...

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Getting Stuck Proposals Unstuck

Getting Stuck Proposals Unstuck

Do you have proposals stuck in the pipeline and need them to close faster? Many say economic uncertainty is to blame for deals not moving forward, but there could be other factors at play. In this episode of Sales B12, Jack and I discuss our best and most creative...

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The Sales Effectiveness Metric Most Don’t Measure

The Sales Effectiveness Metric Most Don’t Measure

If 100% of your 1st prospect meetings don’t result in 2nd meetings, there is likely a good reason and a few easy steps to correct it. Our company is best known for the Door Opener® Service. We get our clients the important, executive-level prospect meetings that fill...

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