When leads are qualified properly, less time is wasted on people not likely to buy from you, so you can hone in on the ones who are. I met up with Collin Stewart from Predictable Revenue recently and we discussed different qualifying methodologies including, BANT, MEDDIC and variations of them. Something we were both surprised […]
Collin Stewart from the Predictable Revenue Podcast and I had a great chat about what it takes to build an outbound sales team. As the Co-CEO of Predictable Revenue, Collin and his company specialise in setting up outbound sales teams for businesses. He’s a champion for ‘Salespeople shouldn’t prospect’. Instead, closers, should close. Account managers […]
I was at a networking event the other day and a real-estate lady comes up to me, hands me her business card and says ‘I give high referral-commission’. And that was it, that was her differentiator! She was pretty much trying to bribe people to give her business. Common! She’s leading with the price to […]
I get asked this question a lot: My team’s not hitting targets. What do I do? Here’s my answer: My team’s not hitting targets, what do I do? That’s a question I got asked the other day by a sales leader I work with. She tells me the team is not making as many calls […]
While I was in Vancouver, Canada recently I met up with fellow podcaster Collin Stewart from the Predictable Revenue Podcast to talk about outbound sales and what it takes to qualify prospects. In this episode, we talk about different qualifying criteria and methodologies including MEDDIC and BANT. Tune in next week where we share what […]
Prospecting has evolved over the years, yet many people are still stuck in the past. It’s not to say that traditional prospecting strategies aren’t effective anymore, it’s that things have evolved and there are now more effective ways to prospect that either replace or complement old prospecting methods. In this infographic we highlight traditional prospecting […]
I was at a networking event the other day and a real-estate lady comes up to me, hands me her business card and says ‘I give high referral-commission’. And that was it, that was her differentiator! She was pretty much trying to bribe people to give her business. Common! She’s leading with price as her […]
My team’s not hitting targets, what do I do? That’s a question I got asked the other day by a sales leader I work with. She tells me the team is not making as many calls as they should be and they’re not as responsive to new enquiries as they need to be. Well, I tell […]
So the other day the LinkedIn app on my phone just started blowing up with messages. People were saying ’congrats’, congratulations! Way to go! And I’m like What’s going on?? Turns out LinkedIn had shared my 20-year milestone at SOCO Sales Training. It’s been 20 years since I started this company! That’s just mind-blowing. And […]
The other day the LinkedIn app on my phone just started blowing up with messages. People were saying ’congrats’, congratulations! Way to go! And I’m like What’s going on? Turns out LinkedIn had shared my 20-year milestone at SOCO Sales Training. It’s been 20 years since I started this company! It’s been quite the ride […]
