Sales Edge

B2B Sales: How should I split my time between calling new customers (or writing cold emails) and making follow up calls (or follow up emails)?

Reading Time: 2 minutes

Question from a B2B Software Sales professional: “How should I split my time between calling new customers (or writing cold emails) and making follow up calls (or follow up emails)? How much time should I dedicate for each activity each week?” My answer: Firstly, my approach to Sales & Marketing differs from traditional Sales & […]

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Are there ways to instill consistency for my salespeople?

Reading Time: 3 minutes

I’ve been trying to help answer business questions lately especially during these trying times, here’s another one: In my experience, inconsistency with your salespeople may be signs of: Spending too much time on unqualified leads This is probably the most common reason for poor sales results. Not only that but it creates a vicious cycle

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When in the B2B sales process, should I send a proposal to a client?

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I recently was asked this question and wanted to share my answer here with you too (with some minor edits): Great question on one of my favourite topics! I’ll share some of the common mistakes I see in the proposal process: First, proposals take time and resources to prepare – so there is a “cost”

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How I would get clients/build a list fast, if I had to start from zero

Reading Time: 5 minutes

I recently received this question: “If you had to start from scratch all over again, how would you build up your list from zero?” This is a question I see a lot of, and it’s actually something that I think weighs on a lot of people’s minds. I know I think about it as well.

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