Are you a “97 Percent-er” . . .

Are you a “97 Percent-er” . . .

Chris and Tom were hiking in the woods when, all of a sudden, they see a big black bear about 100 yards ahead of them. Shocked, the two guys look at each other and start running in the opposite direction. After about 2 minutes, Chris stops and drops his backpack. He...
How to Leave the Perfect Voicemail

How to Leave the Perfect Voicemail

Leaving the perfect voicemail is a critical sales skill Anyone in business development does (or should do) a lot of outreach.  They do research, send emails and hopefully, use the telephone. Business development people are faced with a lot of decisions such as what...
8 Bad Sales Behaviors That Kill Your Outreach

8 Bad Sales Behaviors That Kill Your Outreach

There are countless sales blogs and LinkedIn posts that discuss the challenges of sales prospecting and lament the fact that prospects ‘don’t answer their phones’, ‘don’t reply to emails’ and ‘ignore requests via social platforms’. When searching for the reason, it...
Are Buyers Really Getting More Sophisticated?

Are Buyers Really Getting More Sophisticated?

For the past 10 years there has been a growing body of evidence that suggests that buyers are getting more sophisticated. That the buyer is in control.  And that a buyer is 57% of the way through the sales process (Gartner/CEB) before they engage with a sales person....