The more time you invest in building your outreach list, the easier it is to get a reply. You cannot sell much to people unlikely to need you. Bad lists equal wasted time in lots of it. Over the years, working with B2B outreach teams have revealed a common clear pattern. My most common go to method to build a bullseye list: Read article here.…

Today, we discuss the one-inch rule of selling. Very simply, don’t let distractions, overconfidence, lack of confidence or a fear of rejection cause you to stumble in the final moments. That last inch of effort often determines whether you’ll walk away with a signed deal or zilch. In competitive B2B sales, your top competitors prepare meticulously,…

Your sales process is like a well-paved road to sales success. It’s designed to guide you and your team toward your ultimate destination: closing new accounts. Without that road, you’re just wandering aimlessly, relying on randomness to get your next new account. Balance discipline and flexibility for top sales performance.…

Ya but, interested, I’m different, good meeting and proposal. Words and phrases commonly used by sales teams. But do they help or hurt? If you are managing a sales team, it could be inside or outside sales, B2B, B2C, doesn’t matter. In order to guide your team performance to maximum potential, I’d like to suggest that you ban certain words and phra…

When your prospect says, “not interested,” the least likely reality of this blow off is that your decision-maker is actually, “not interested.” We will discuss what they really mean, and how to respond in this episode.Scott Channell által

If you’re determined to grow your sales in 2025, there’s a decision you must make—and it’s not about what you’ll do. It’s about what you’ll stop doing.Scott Channell által

Should you research a company before B2B cold calling for a sales appointment or discovery call? Most sales reps and sales managers would say, of course. But on this episode I’ll offer a contrarian opinion and say that is the worst advice ever in b2b appointment setting land. I'll tell you why.Scott Channell által

How much sincerity must you fake to earn trust? That is the topic of today’s podcast. Do you know your biggest challenge as a sales rep, vendor or service provider? Your prospects don’t trust you. It’s not lousy lists or the lack of good sales script or the economy or your need for a gimmick, hack or shortcut to success, that is your biggest proble…

People love to think about change—deciding to change, preparing to change—but when it comes to actually changing? Ahh, not so much. The most powerful force on earth is people’s ability to rationalize why they don’t have to change. We’ll explore how this resistance to change holds you back, how Kanter’s Law applies to every shift you want to make, a…

Defining target audiences. When it comes to business development, some decisions impact the bottom line more than others. And some mistakes, if you make them, hurt your ability to grow more than other mistakes will. Todays episode discusses an example of just how much difference properly defining and prioritizing target audiences can mean for your …

You want to stack the odds in your favor? Cold outreach should feel like shooting fish in a barrel, and that barrel should be drained with the fish line at the bottom. That's the advantage you get when your messaging seeks to activate existing needs, rather than trying to implant new ones. If you're trying to implant an idea or convince with your c…

Failure is often a prerequisite for success. If you do not embrace failure as part of your success journey, never learn from it, or seek to avoid it, you will never reach your full potential. If you are in sales, you will be doomed to order taker status. Never learning the craft of sales, with no chance of ever being a top producer.…

Balancing touching the right targets with your messaging, frequently enough and with a message that resonates. This episode discusses balancing reach, frequency and impact to maximize marketing results. These advertising metrics are key to your new business success, offline or online. Examples discussed.…

The topic today is about something always present when sales teams vacuum up new business and leap-frog over competition. The element is superior sales management, true sales leadership that turns the huddled masses, average producers and raw untapped talent into competition busting lead generation and sales closing machines.…

Rock solid sales fundamentals build a solid foundation upon which you build to find more ideal clients and accounts. You can't build a winning sales or marketing program on a foundation of sand. When your fundamentals are not solid, you lose ideal accounts to less deserving competitiors.Scott Channell által