Posts by Category: Insight

The Modern Sales Communication Handbook


Introduction to sales communication

The mantra ‘prospecting is a numbers game’ is a little overplayed. There is some truth to the adage that numbers are important, but more importantly, to be successful at sales prospecting you have to have a methodology and a solid sales communication strategy. A routine or system you follow consistently – that connects with your prospects, makes what you have to offer relevant and helps them reach a decision in your favor.


Sales Managers – Why Your Sales Reps Can’t Close

Originally written by Joanne Black, founder of No More Cold Calling and highly sought-after sales speaker and consultant. Join Joanne and Matt Heinz, President of Heinz Marketing, to discuss the ins and outs of how to have a sales conversation that will push your prospect closer to a buying decision in our webinar: The Art of the Sales Conversation with Joanne Black and Matt Heinz.Read more >>

Get Past the Gatekeeper to Make More Sales


Guest Post by Nick Kanea Managing Partner at Janek Performance Group. He has trained more than 15,000 sales professionals worldwide during the course of his career, and is passionate about helping sales professional improve their selling careers – and as a result, their lives as well. Nick has co-authored a book called Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals which was released by Wiley Publishing in October, 2015.


Turning Prospect Hesitation Into Customer Confidence

Original post from Colleen Francis

Is Your Prospect Hesitating? Are You Surprised?
Did you ever notice that the most excited prospect, the one who loves your product the most and can find nothing wrong with it, is also the prospect who has no power to say yes?

Hesitation and questions about your product can come only from real decision makers.

Fill Your Prospecting Pipeline: Beat the Rejection and Close More Deals


Originally written by Jeb Blount—sales acceleration specialist, author and consultant. Recently, he published a new book called Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline which digs deep into why prospecting is so important for your business development. To learn more, register for our webinar: Fill Your Pipeline with Fanatical Prospecting: A Conversation w/ Jeb Blount.