A prospect asks for another call on Thursday. Thursday arrives, so the salesperson opens the record, dials the number, and reminds the prospect who they are. From there, many callers restart the presentation they delivered the week before. They repeat the benefits, explain the features again, and remind the prospect why the offer is good. […]

One of the easiest ways to lose a warm prospect is to solve a problem they have not agreed they have. The prospect answers, confirms that they asked for information, and gives the rep permission to continue. Within ninety seconds, the rep is explaining the offer. The prospect listens, asks about the price, and says […]

Month-end, three years ago. My manager, Ruan, pulled a chair up to my desk and asked to see my pipeline. I was feeling good about it. I had 31 leads sitting in a column I'd named "callback: thinking", and I told him what I told myself every week. These leads were warm, they liked the […]

I was working hard and still missing targets. I knew the script. The offer was known to me. But the calls kept dying in places I could not explain. Then my manager, Mark, pulled me into a side room with a laptop. He said little. He just hit play on three of my calls, one […]