Oct 31, 2023
Lightning Round: Top 10 Ways to Qualify and Get Better Leads
Question: Sylvia from London asks, “My sales team is underperforming and they are blaming marketing for bad leads. Marketing feels like they are doing their job - help? How do I get these two to work together, and how do I figure out if this is a...
Oct 24, 2023
Lightning Round: 10 Ways to Deal with the Procurement Department
Question: Brian in Wichita, KS asks, “Help I am so frustrated! I have been nurturing this deal for more than a year. I have sold Human Resources, engaged the CEO, and even gotten past the CFO, but now they have turned me over to procurement and it...
Oct 17, 2023
Lightning Round: Top 10 Ways to Follow Up without Being Annoying
Question: Christian from Traverse City, Michigan asks, “I am so bummed. I had a lead come in – contacted me. We had several conversations, and they asked me to put together a proposal and set a follow-up meeting. I sent the proposal, a reminder of...
Oct 10, 2023
Lightning Round: Top 10 Strategies to Finish the 4thQuarter STRONG
Question: Matt from Miami Florida asks, “We are starting to feel the shift in our market. In the last month, more than half of our reps are reporting their clients are highly focused on reducing expenses. This is both slowing down our decision-making...
Oct 3, 2023
Lightning Round: Top 10 Ways to Prospect
Question: Andrea from San Diego, CA asks, “The leads I am getting from my marketing department are pretty bad, and a waste of my time to follow up on. I am an inbound sales professional, and need some input on how to guide the marketing department on how to give me...