Cold calling is one of the most important skills you can develop as a sales rep.  So today, I’m going to share a surprisingly simple B2B cold-calling technique that will help you ramp up faster or just get to the meat of the sales conversation faster. How does it do that? By focusing on the …

Asking probing sales questions to accelerate deals is nothing new. In fact, its origins could be traced back to the classical Greek philosopher Socrates, who deployed the Socratic method as a form of dialogue centered around asking and answering questions to draw out ideas, stimulate critical thinking, and determine underlying presuppositions. In short, asking the …

Motivational sales quotes may seem unnecessary, but the truth is, you need them… First, it’s not easy being a salesperson today. Negativity can run rampant when you deal with exponentially more Nos than Yeses.  And cold calling? It’s no secret that you have to go through a lot of cold calling (eight touches, in fact), …

The LinkedIn profile summary is prime real estate that you can leverage to improve your effectiveness as a salesperson. It’s a window where prospective clients can peek in and see who you are, why you do what you do, and what you do best. If you are doing any cold prospecting via email, LinkedIn, or …

The inception of modern email was both exciting and problematic. We don’t have to tell you the kind of positive impact email has had on society, but it came with a lot of security risks as well. Email in the early days had limited mechanisms to support security and sender verification. Practically all viruses, spam, …