What are some rules of making successful follow up calls to prospects? A few concepts… Continuation vs. Advance. This is described in the book “SPIN Selling.” An advance progresses the sale whereas a continuation simply maintains the sale in its current state. For example… In an advance, you talked with a prospect last week and […]
VIEW POSTDefinitely worth taking. With Altos Research, I required our sales team take this eight-week course (along with myself). Really, really, really good stuff. Michael Pedone knows what he’s doing. Check out the free webinar he’s posted here. That is all.
VIEW POSTCame across an interesting micro-study on pharmaceutical selling from RM Consulting. Think about “message leakage” as the quality and delivery of the sales call. The study found that the raw count of sales calls mattered far less, and even had a negative correlation, to sales success. The most successful reps were those that successfully delivered […]
VIEW POSTGearing up for a conference we attended this week, our sales rep plowed through a list of attendees cross-matched with leads and prospects in our CRM. He called one fellow who’s historically been a pain in our collective side. Over the last two years, we haven’t been able to get him past a couple […]
VIEW POSTStop right there and send a contract. You know this lead – his budget is tight, however he’s been forthcoming about this in your conversations so far, so you constructed a purchase program that works for his budget. He’s verbally acknowledged that he can make it work. But, he went a little cold and quiet, […]
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