You hear “just send me something” and your heart sinks. You know they’re brushing you off. You know they’re not really interested in seeing anything. Most sellers respond by trying to overcome the objection. They explain why sending something won’t work. They push harder. They try to convince the prospect their objection is wrong. The …
READ POST from The Three Cs Framework for Handling Cold Call Objections Without Bulldozing Prospects
The short answer: I demanded respect from my title instead of earning it through relationship. I gave direct feedback before building trust. I solved every problem for my team instead of teaching them resourcefulness. It took two years to fix these mistakes. You are six months into your first corporate sales job. Your manager just …
READ POST from What I Got Catastrophically Wrong as a New Sales Leader:
You spent 20 minutes researching a prospect. You dial the number. They pick up. You freeze. Or they don’t pick up. You leave a rambling voicemail about your company and product. They never call back. Most sellers fail at both scenarios. They focus on what they want to say instead of what the buyer needs …
READ POST from How to Open Cold Calls and Leave Voicemails That Actually Get Responses
You know that feeling when you pull over to answer an email that absolutely cannot wait? Or when you’re checking Slack during dinner because someone might need you? That used to be normal. For a lot of founders and sales leaders, it still is. But constant urgency is not a business requirement. It’s a design …
READ POST from How to Build a Low-Urgency Business That Actually Works
Most salespeople show up to discovery calls with questions. That’s not wrong. But it’s not enough. The reps who win show up with a point of view. There’s a difference between asking “So, tell me about your situation” and saying “I noticed your VP of Sales was only with you for about 18 months. Usually …
READ POST from How to Show Up to Discovery Calls With a Point of View That Earns Trust Fast