Checklists

I like to use a Google sheet to track items at recurring meeting - e.g. a weekly sales meeting. As you cover each item, you note what you've done. You can rank items and sort them each week, and add a new column for each new week so that you never erase notes you've made and have a running history ... [Continue Reading]

Identifying Your Target Verticals

You'll be tempted to chase a bunch of verticals. Do not do this: focus on one or two. More than this, and your sales team will lose its focus. If a vertical is big, you should focus geographically, starting in your own backyard. That way, you can set up a live meeting if you need to without having ... [Continue Reading]

25-38 Using Sales Scripts

I like to have my sales team learn and use scripts to guide their calls and demos. Burn them into their brains. Once they have them memorized, they can discard them and riff, but not until they have done so. ... [Continue Reading]

17-42 Your Sales Tools

Develop a clean, current set of sales tools for your team - slides, scripts, demos and collateral. Keep the material up to date and work to continuously improve it. Avoid spreading your effort across too much material. ... [Continue Reading]

Disciplined, Focused Cold Calling

My first real business job was with a commercial real estate broker in Calgary in the mid '80s; brokers then were given a desk, a telephone and a telephone book and told to get after it.  They were also encouraged to walk door-to-to through downtown Calgary, trying to drum up interest in office ... [Continue Reading]