by Mike Scher | Jul 15, 2021 | Featured, Mike Scher
I admit it. These days I sound like Clint Eastwood in the iconic movie Gran Torino yelling “You kids, GET OFF MY LAWN!”. I am just so tired of hearing sales people and organizations complain endlessly about the lack of leads. Whether it’s that marketing doesn’t...
by Mike Scher | Jul 9, 2021 | Featured, Mike Scher
Updated for 2021 In today’s sales environment, B2B sellers struggle to hit quota. In fact, 57% of sales reps won’t meet quota this year. So what is really going on? While I won’t discount the difficulty of selling in a competitive landscape and during a global...
by Mike Scher | Jan 1, 2021 | Featured, Mike Scher, Prospecting
Updated for 2021 For a moment, let’s forget about ‘appointments’. Let me ask you a few simple questions about the leads you receive: Do they know who you are and what your company does? Do these same leads wake up in the morning saying, “I need to...
by Mike Scher | Nov 12, 2020 | Featured, Mike Scher
Many organizations have a love/hate relationship with their SDR (or BDR) team. On the one hand, they shower love on their SDR’s because (let’s face it) their job of sales prospecting is really, really hard! (Oh, and critical to the organization’s success.) But...
by Mike Scher | Jun 16, 2020 | Featured, Mike Scher
Things are moving FAST right now. I know you are probably shaking your head, as it seems the world has literally stopped. (Just as so many of your sales deals came to a screeching halt.) But consider this: In only 3+ months, we have gone from a nearly complete...
by Mike Scher | Jun 5, 2020 | Featured, Prospecting
It is so critical to stay in market during challenging times. But once you’ve made the wise choice to stay in market, it’s even more important that you are focused on executing the right activities — with the right message, delivered the right way. For nearly 20...
