In the ever-evolving landscape of sales, where old strategies falter and new approaches emerge, one thing is clear: the game has changed. The dynamics of prospect relationships, buyer behavior, and information gathering have shifted fundamentally, posing a crucial...
Every company is different, and a salesperson who is a perfect fit for one company may be a bad hire at another. Many people who sell successfully for other companies may not sell well for you. I once worked with a newer company that spent well into six figures to...
Most business leaders and sellers are good at setting next steps at the end of a prospect meeting. They are also fairly good at executing the follow up, especially if there is an immediate need. Where too many fail miserably is in effectively nurturing prospect...
Leaders who hire new sellers always want them to deliver results yesterday. They often misjudge how long the hiring process takes and then become frustrated by how long the onboarding process takes. In this episode of Sales B12®, Sales Experts Caryn Kopp, and Jack...
April marks the anniversary of my dad’s passing. I think often about the ways he influenced me over the years. He owned his own business and was in sales for most of his entire career. One of my favorite stories about him takes place early in his career when he was...
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...
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...
A common misconception is that a logical next step for a great seller is being “promoted” to the sales manager. Unfortunately, many business leaders who have gone down this path sadly report they ended up with a less than average manager and lost their best producer....
In this episode of Sales B12®, Sales Experts Caryn Kopp, and Jack Daly, discuss specific actions leaders can do to help sellers land more and better prospect meetings. The key points discussed include: Why Sellers Are Not Getting More Meetings Than They Are Currently...
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...
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...
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...