Leaders want their sales teams to deliver YESTERDAY, no matter whether sellers are new hires, tenured, pursuing existing markets or new ones, whether they’re coming off a great quarter or starting a new one. How do leaders set realistic goals so sellers can make their...
Leaders, if you are serious about generating more revenue and growing your overall sales number year over year, your sellers need to spend more time selling. While this seems a simple and obvious concept, few companies get it right. In this episode of Sales B12®,...
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...
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...
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...
Many salespeople face a common challenge: a prospect who has gone silent. In this episode of Sales B12®, Jack Daly and Caryn Kopp dissect what causes prospects silence in the first place, how to prevent it, and how to break the silence so you can get back on track. ...
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...
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...
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...