sales strategy Archives

How to Beat the RFP Process

by Jeff Beals | Feb 20, 2019 | General Sales Topics, Prospecting, Sales Leadership & Management

By Jeff Beals Yesterday was one of our full-day meetings for the Sales Leader Mastermind Group, a leadership program my company provides for executives who lead sales teams. Our mastermind discussions are always fascinating, but a particular topic came up that always...

Replying to RFPs Is a Waste of Time (Most of the Time)

by Jeff Beals | Jun 12, 2017 | Sales Motiviation

By Jeff Beals When I was in high school (circa 1986), I auditioned for a couple of Hollywood movies. One of the movies was being filmed here in my hometown while the other one held auditions here in addition to several other cities. I tried out just for fun, and...

How Sales Professionals Can Harness the Power of Persuasion

by Jeff Beals | Feb 9, 2017 | Sales Motiviation

By Jeff Beals Some people are blessed with a natural ability to get what they want. They have an innate ability to influence people, sway opinions and win arguments. While such “mind powers” are instinctive to some, most of us have to work hard to persuade people to...

The Only Sales Knowledge You’ll Ever Need

by Jeff Beals | Jan 8, 2017 | Sales Motiviation

By Jeff Beals In his new book on selling, Anthony Iannarino asks readers to finish this sentence: “I sell ___.” He then writes, “If you answered anything other than ‘outcomes,’ you are wrong. If you answered with your product, service or solution, your answer is so...

How to Survive in a Post-Cold-Calling World

by Jeff Beals | Dec 19, 2016 | Sales Motiviation

By Jeff Beals In 2007, it took an average of 3.68 cold-call attempts to reach a prospect. Today it takes eight attempts. That’s according to TeleNet and Ovation Sales Group. Some studies have indicated it requires 10 to 12 attempts to reach an executive-level...

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How to Beat the RFP Process

Replying to RFPs Is a Waste of Time (Most of the Time)

The Only Sales Knowledge You’ll Ever Need

How to Survive in a Post-Cold-Calling World

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