Most people believe they’re good listeners. They’re wrong. According to Accenture 96% of professionals consider themselves effective listeners. Yet research from The Workforce Institute found that 83% of employees feel they are not heard fairly or equally. That is a massive gap. The listening gap is true across many conversation dynamics but it’s especially prevalent …
READ POST from The Sales Skill Nobody Teaches (But Everyone Needs)
You’re doing everything right. You’re tracking intent data, monitoring engagement, watching who downloads your content, and flagging every webinar registrant. Your pipeline looks busy. And yet, your conversion rates tell a different story. Here’s what most sales teams are getting wrong: they’re spending their best prospecting energy chasing contacts who will never buy, simply because …
READ POST from Strong Signals From the Wrong People Are Still the Wrong Signals
Use at least three different channels when reaching out to prospects. This gives buyers multiple ways to engage on the channel they actually prefer. Most reps either pick one channel and commit too hard, or they spread themselves across too many channels without a clear strategy. Key Takeaways Who This Is For This is for …
READ POST from How to Choose The Right Outbound Channels: The Three Channel Minimum Approach
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: