Sales

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)?

Advice, Essential Edge, Sales Edge / By
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?

Advice, Essential Edge, Sales Edge / By
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?

Advice, Essential Edge, Sales Edge / By
Reading Time: 2 minutes

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

Advice, Essential Edge, Sales Edge / By
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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Are you an Introverted Sales person?

Advice, Sales Edge / By
Reading Time: 1 minute

People tend to mistakenly think Introverts can’t be good sales people. In fact, I’d argue it could be quite the opposite. Here’s some great tips if you’re an Introverted sales person. [Read more]

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