Certainty and the Sales Process

by | Dec 3, 2019 | blog, Certainty

by Lisa Terrenzi, CEO It, of course, takes certainty to bring a prospect through to a close—and that certainty is rooted in the discipline of the sales process. Certainty of the sales process is quite important. In fact, there has never been an instance in which I...

Always Be Contacting

by | Nov 20, 2019 | blog, Contact

Traditionally the “ABCs” of sales have meant “Always Be Closing.” But as we show throughout our training, literature, and workshops, closing is never the problem. Failed closes come about from neglected sales process steps prior to closing. Therefore, we’d like to...

Getting Your Prospect Talking

by | Nov 20, 2019 | blog, Contact

A vital part of contacting a prospect, especially a new prospect, is getting them talking. If you neglect this step, you’re not going to make it any further, and you certainly won’t make it to the close. Getting the prospect to talk is done by granting importance to...

Cold Calling: To Do, or Not to Do?

by | Nov 20, 2019 | blog, Contact

One common method of contact, of course, is cold calling. And if there’s one thing salespeople fear and hate, it’s cold calling! But sometimes you have no choice but to pick up that phone and start calling potential customers. It’s a fact of life, and most of us have...