Salestuners: B2b Sales Training And Coaching From Prospecting To Negotiation And Closing

Takeaways Call Executives Early: There’s been so many great takeaways on this show, that I’m surprised this has never come up. When you call on busy people, they are just that — busy. During the day they are serving the people in their organization. If you want to connect with them, do it before or after everyone else is in the office. I can personally tell you that I get more email response before 8am, than I do the rest of the day. I’ve also been able to connect directly with my prospects on the phone before their assistants come in. Reward the Little Things that Make Up the Big Things: I loved the Brian and I were on the same page with this. If all you are incentivizing or, as a rep, if all you are focused on is the end number or end goal, it can become very stressful when you don’t hit it. You also waste a lot of time figuring out what didn’t work. By having shorter feedback loop cycles and focusing on the smaller wins that create the big wins, we can all move mountains. Track Your Own Success: No one w