Sales Archives | Page 5 of 24

How to Find the Real Decision Maker

by Jeff Beals | Feb 9, 2019 | General Sales Topics, Prospecting, Qualification

By Jeff Beals Sales professionals searching for insight into prospective clients would be wise to think of themselves as detectives. The more research you do on a client the faster you speed up the sales cycle and the more likely you are to increase transaction size....

The Referral Gap

by Jeff Beals | Feb 5, 2019 | Prospecting, Referrals, Sales Leadership & Management

By Jeff Beals Most companies are getting only one-third of the referrals they could receive from current clients That’s according to a 2018 Texas Tech University study showing that 83 percent of satisfied clients are willing to refer products and services, but that...

Ingredients of a Good Voicemail

by Jeff Beals | Feb 3, 2019 | Prospecting

By Jeff Beals In last week’s article, we analyzed a poorly executed sales voicemail I had received. This week, we go a little further and talk about what you SHOULD do when leaving a voicemail for a cold prospect. Focus on the Recipient’s Value – Make your voicemails...

Breaking Down a Bad Sales Voicemail

by Jeff Beals | Jan 18, 2019 | Prospecting

By Jeff Beals As a sales consultant, I enjoy analyzing the various voicemail solicitations I receive each week. Like you, I receive a lot of them. Here is a transcript of a voicemail I received just yesterday: “Hi Jeff. My name is Zach, and I’m with [Company...

How Do You Cope When the Sales Profession is Rough?

by Jeff Beals | Jan 14, 2019 | General Sales Topics, Sales Leadership & Management, Sales Motiviation

By Jeff Beals Let’s say you are in the running for a particularly large deal. You invest countless hours and other resources to win the business. For a while, it looks promising. You build a trusting relationship with the primary decision maker and have demonstrated...

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How to Find the Real Decision Maker

The Referral Gap

Ingredients of a Good Voicemail

Breaking Down a Bad Sales Voicemail

How Do You Cope When the Sales Profession is Rough?

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