Tag: sales coaching


Traditional cold calling results in about a 1% to 3% conversion rate for getting an initial appointment. So, is it any wonder that 53% of sales professionals give up too easily when cold calling and 48% are afraid to pick up the phone and make cold calls? When that same call (or email) is made with […]

How many of you have sales goals for yourself, direct reports or for your company, but are unable to articulate the metrics needed to achieve those goals? For example: Is 10 prospect meetings per week realistic? How will you obtain these meetings? Will you use inbound marketing, cold calling, networking groups, or other methods? Oftentimes, when […]

What’s Missing? According to the U.S. Small Business Administration, about half of small businesses survive five years. A recent internet search for articles about the challenges small businesses face yields quite a few results. There are useful pieces on trends such as found in USA Today as well as articles like “The 6 Toughest Problems for Every Small […]

The Goldilocks Sales Manager Over the years, I’ve had the opportunity to speak with a great many salespeople and to hear their opinions of their sales managers.  While some recounted the positive impact they had on them and others the negative, the best managers always seemed to strike a balance in their style. One notable […]

Sales Advice from Jack Nicklaus With few exceptions, the best professional golfers employ coaches.  And, they pay up to $20,000 per day for their advice so they clearly believe in the value of sound coaching.  (This is Dave Pelz’s fee and 11 of his professional students have won a total of 21 Major golf championships.) […]

Message to Business Owners: Get Social Your salespeople face greater challenges to winning new accounts than ever before. According to CEB, the buying decision process is 57% complete even before a prospective customer talks with a salesperson. This means that prospects are well informed about your company and your market so it is much more difficult […]

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