Do you really need more “consultative” sales training?

You may be focusing on the wrong problem.

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Even at your current conversion rates, what would 3X as many qualified opportunities mean to your sales funnel?

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NEW: Persuasive Prospecting is now available online!

Next session starts in July.

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71
Pp
Prospecting
68
Pc
Coaching
72
Pss
Social Selling
50
Pi
Inquiry
71
Pp
Prospecting
42
Pq
Qualification
71
Pp
Prospecting

Cold-Calling is Alive and Well

Much has been written about the demise of this sales fundamental. “Cold-calling is dead!” proclaim the self-appointed experts. But the “experts” are DEAD WRONG. They assume because it hasn’t worked for them that it doesn’t work at all. But, in fact, 10 years of real-world research and statistically-significant analysis confirms that no other sales activity has as great a return on effort when it comes to pipeline growth. There is genuine science behind Persuasive Prospecting.

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42
Pq
Qualification
50
Pi
Inquiry
68
Pc
Coaching
71
Pp
Prospecting
72
Pss
Social Selling
50
Pi
Inquiry

Asking good questions is just the ticket to the dance.

Perhaps your sales reps have been trained to ask good questions. And a handful of them might even be proficient at one of various “research-based” consultative sales models. But are all those good questions leading to significant performance improvement across your sales organization? Studies by McKinsey, ASTD, HR Chally and ESResearch would suggest there’s an 85%-95% chance that the answer is a resounding NO. Asking the right questions is the critical first step to Persuasive Inquiry, but what you do with the answers is equally important.

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72
Pss
Social Selling
68
Pc
Coaching
71
Pp
Prospecting
50
Pi
Inquiry
42
Pq
Qualification
27
Psm
Sales Mgmt

Have you trained your sales managers how to be sales managers?

Are they adequately prepared to assume the awesome responsibility for the financial success of a team of reps? And to know who to coach, when to coach, which leading indicators to coach to, how to socialize best practices? Can you think of any profession other than sales that routinely removes its best performers from their jobs at the peak of their profession, gives them another job and then doesn’t train them for that job?

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71
Pp
Prospecting
42
Pq
Qualification
68
Pc
Coaching
72
Pss
Social Selling
50
Pi
Inquiry
72
Pss
Social Selling

Isn’t it time you got social?

Are you having trouble finding decision-makers on LinkedIn? Are you mining LinkedIn, Twitter and other social media effectively? Do you know how to “socially” connect to your prospects in order to increase your likelihood of success?

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42
Pq
Qualification
72
Pss
Social Selling
71
Pp
Prospecting
68
Pc
Coaching
71
Pp
Prospecting
50
Pi
Inquiry
42
Pq
Qualification

Your funnel is full of @$%&*!!

Be honest, how many of the accounts currently in your sales funnel represent genuine opportunities? Sirius Decisions, Gleanster and Marketing Sherpa say it’s probably not more than 25%. What specific buyer activities assure you each “opportunity” is legitimate and progressing?

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