INSIGHTS

Apr 23, 20216 min read

Inbound Leads – Is Qualification Replacing Your Discovery?

Is your sales pipeline qualification driven or discovery driven? Today’s best in class B2B companies are unifying sales and marketing...

Mar 25, 20216 min read

3 tips to keep from pitching recklessly during virtual discovery meetings

If you are struggling with having your initial client meeting default into a solution pitch, you are not alone. Effective discovery...

Feb 10, 20218 min read

Finding Hidden Opportunities in Your “No Decision Deals”.

There could be a small goldmine in your CRM – A reservoir of deals that were closed to “No Decision Outcomes” during 2020. Clearly a...

Jan 19, 20215 min read

3 Reasons to Talk to Competitive Accounts that Other Reps Say Will Never Change Vendors

Have you ever heard the advice below from another rep or colleague when you were at the early stages of targeted outreach to your big...

Jan 6, 20214 min read

3 Tips to Make Your Virtual Sales Conversations More Interactive

Does trying to get your prospects and customers engaged during virtual sales calls leave you feeling like you are having a conversation...

Dec 14, 20203 min read

You Still Have a Quota in January. Be Cautious When Discounting Major Deals in December

Price can always be your negotiating lever but it's not the reason to buy. Although it may vary based on how your compensation plan is...

Oct 23, 20203 min read

Yeah But……………

We all say and think it sometimes. What about when we have a prospect say this to us early in a discovery meeting? Yeah but … we are not...

Aug 19, 20202 min read

Well That Was Awkward!!! 5 Tips to Make Your Virtual Sales Calls Less Uncomfortable

During the opening of a sales meeting, top sales people consciously and subconsciously leverage spoken & unspoken communication to build...

Jun 24, 20203 min read

3 Actions You Can Take Now to Crank Up Your Sales Engine

Regardless of when and what the “new normal” is, top sales organizations are brushing themselves off and adapting with agile plans to...

May 7, 20204 min read

Prospect Hijacks Your Discovery Meeting With, “So, Tell Me What Your Company Does.”

At some time, this will happen to almost everyone in sales, whether they are a beginner or a 20-year veteran. You’re on a first...

Apr 6, 20204 min read

4 Behaviour Responses To Avoid When Cold Calling

So, you’ve started the journey to becoming a successful salesperson by structuring time to prospect, and creating a target prospect list....

Jim Mcwhirter

Apr 6, 20205 min read

5 Top Reasons Why a Company’s Phone Prospecting Initiatives Don’t Stick

When it comes to sales, there is one tactic that is a must do. Phone prospecting initiatives are the life blood of new business growth –...

Jim Mcwhirter

Apr 2, 20204 min read

How to Maximize Marketing Leads When Outbound Calling

If you’re like many people, your daily work routine starts early. While scarfing down your 12-grain bagel and gulping a cup of coffee,...