In the world of Sales, most know they have to ask questions during sales calls, but not everyone knows which are the best questions to ask. In the second episode of Sales B12 Season 2, sales experts Jack Daly and Caryn Kopp share their favorite sales call questions...
A seminar attendee once said, “If a prospect cancels a meeting, it obviously means the prospect is not interested. Further, if the meeting is rescheduled and the prospect cancels again, the prospect is not only uninterested, but also rude and unworthy of my...
Hiring top salespeople is one of the most important tasks for any sales leader. A great salesperson can drive revenue, help build your brand and grow your business. Many sales leaders struggle with the task of hiring the right salesperson. It can be a frustrating...
It's not easy to get a meeting with a decision maker. So when you have one, it had better go well! Have you ever finished a meeting and wished you achieved a better outcome, gotten further into the discussion or secured better next steps? We call this "the valuable...
After working hard to find the right prospect and having a great first meeting, you want to be sure the second meeting happens (and in the shortest timeframe possible)! Below are our Door Openers’ best practices for keeping the conversation moving. 1. Date & Time....
Did you ever wonder why some sellers can get the “difficult to get” prospect meetings and others can’t? These are the meetings with high level, hard to reach prospects. Do you have some of these prospects on your wish list? Imagine what meeting these people could do...
Sales objections can derail a seller in seconds, but with the correct responses, they can help build trust and move the sales process forward. In this episode of Sales B12™, Caryn and Jack discuss importance of an objection manual, how use it to overcome them and...
In this Sales B12™ episode, Caryn and Jack define the role of sales messaging in a winning sales process. They share insights about the difference between marketing and sales messaging, how to improve it, and how to use it effectively to open more doors, close more...
In this Sales B12™ episode, Caryn and Jack discuss 11 ways to create sales conversations that avoid missed opportunities, which happens more frequently than it should. They share their perspectives on the ideal sales call structure, how sellers and sales leaders can...
In this world, one thing is certain: uncertainty. Weather, financial markets, politics, pandemics, war, and everything in between invariably cause disruptions in our lives and businesses. Strangely, life goes on amid all the chaos; buyers still need to buy, and...
Sports teams run better than most businesses, and it's because they do two things that sales teams do very poorly or not at all: build playbooks that outline best-practice strategies to win and practice it relentlessly. Jack Daly literally wrote the book on Sales...
How much time do sellers actually spend selling? A seller’s highest value is the ability to guide buyers through the decision-making process through one-on-one conversation. Sales (or non-sales) activities that distract sellers from those conversations can eat away at...
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