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Q&A Video Library
Prospecting
What is the best day to prospect? (2:50)
What are the number of calls I need to keep my pipeline full? (7:15)
How quickly should I follow up with a prospect after I have my first call with them? (2:55)
How do I qualify incoming leads faster? (2:50)
What virtual platform should I use for sales calls? (2:10)
What's the difference between a lead and a prospect? (1:47)
Is prospecting on a Friday afternoon smart? (1:49)
Is prospecting on a Monday morning smart? (1:56)
How often can I contact a prospect? (2:29)
How do I know if a prospect is interested? (1:17)
How do I prevent customers from ghosting me? (2:27)
My pipeline is empty, what should I do? (1:00)
When does it make sense to walk away? (1:12)
What does a good prospecting plan look like? (3:56)
How do I know if my prospecting process is working?
Are some days better than others for prospecting? (3:02)
How can "landing and expanding" save my prospecting strategy? (22:15)
Why is "land and expand" so effective when prospecting? (21:40)
What fundamental industry changes do salespeople NEED to act on? (25:55)
How do I use the 3x Principle to get more content from prospects? (14:22)
If I'm going to miss my quota, should I push business to the next quarter? (2:00)
Is it better to spend time prospecting or with an existing account? (2:29)
When should I get my boss involved on a sales call? (3:12)
How do I get more time to prospect? (2:37)
Referrals
Trick Question: What % of my business should come from referrals? (3:05)
How do I get more referrals? (6:06)
'Cold' Calling and Following Up
How do I get over my fear of cold calling? (3:49)
Do "cold emails" still work? (1:57)
How do I know I'm prepared for a sales call? (2:04)
How do I avoid the purchasing department? (1:35)
What is the best way for dealing with the purchasing department? (2:57)
How do I do a better job of following up? (1:47)
How do I avoid talking too much on a sales call? (2:07)
What makes an irresistible follow-up call? (14:35)
What works best for early sales calls - phone or video? (3:00)
How can I make my follow-ups more effective? (14:12)
Top 1% Performer
Top 1% Coaching Session: How to Become and Remain a Top Performer (16:54)
How do I think like a top 1% performer? (12:16)
How do I avoid my negative coworkers? (1:52)
What are 3 ways to increase my profile in my industry? (3:51)
When and why should I call a CEO? (3:04)
How do I avoid the common traps salespeople fall into? (8:04)
How long should it take to become a top performer? (2:12)
How do I determine my priorities? (3:19)
How do top performers sell at quarter end? (7:44)
How do top performers handle unhappy customers? (3:14)
How do top performers successfully sell on Fridays? (1:13)
Goal Setting
What are tips to maximize the 4th quarter? (5:25)
What are the 4 necessary steps to plan for a successful quarter? (8:52)
What should I expect business to be like in 2021? (5:40)
What is the best way to start my day? (7:38)
What are the best ways to motivate myself? (21:50)
When should I start planning for the new year? (2:08)
How can I stay motivated when things aren't going well? (1:31)
What time management goals should I set? (3:03)
What strategies should I use to jump start my year? (40:26)
What are the 6 strategies to stay disciplined in sales? (15:04)
Customer Relations
How to determine the right gift to send a customer? (7:14)
What is your view of Christmas gifts for customers? (3:25)
Can I ask a customer to move an order forward to make a number? (4:21)
How do I respond to a customer who is leaving? (2:29)
What CRM system is the best? (2:55)
Do I have to respond to every demand a customer makes? (2:06)
How do I deal with a demanding customer? (1:57)
How should I handle objections from a customer? (3:23)
How do I overcome customer hesitation? (5:53)
How do I most effectively use CRM? (12:18)
Do I even need a CRM system? (2:10)
How do I evaluate the type of CRM to use? (7:33)
When does it make sense to use Salesforce or HubSpot? (6:47)
Networking
What is the difference between a networking call and a sales call? (2:41)
How should I use LinkedIn if I am a small business owner? (31:10)
Are networking events worth going to? (1:38)
What is the best way to use texting in sales? (1:50)
Does direct mail work for sales? (1:17)
Proximity to Power: How do I increase influence and Impact? (13:50)
How should I follow up with influencers? (3:45)
How do I know if a networking event is worth attending? (2:57)
Simplified Selling in 3 Steps (14:40)
Pricing and Strategy
What is the customer's perception of my price? (10:18)
Is offering a discount at the end of the year a good strategy? (3:52)
I am not closing enough of the contacts I am sent, what am I doing wrong? (5:08)
When should I cut my price to close a sale? (3:47)
How do I avoid selling a commodity on price? (3:23)
What is the best way to present my price? (3:06)
When is the right time to go around the buyer and talk to the boss? (1:24)
What should I do when the customer wants a quick price quote? (4:58)
How do I avoid sounding desperate and discounting when I need to make the sale? (14:12)
What do I do when the customer claims they have no budget? (2:05)
How should I respond when the customer demands a price cut? (3:41)
How do I overcome price resistance? (1:46)
How do I know if my process is actually working? (2:53)
Operations
How often should I have a sales meeting? (6:25)
How do I reach the CEO and top people? (11:36)
How do I deal with a sales manager/boss who doesn't support me? (1:04)
What's the best way to stay organized? (2:38)
What do I do when my calendar is overloaded? (3:28)
How do I overcome the status quo and the existing supplier? (6:06)
Marketing
Marketing gives me bad leads... what should I do? (2:01)
What is social selling? (1:19)
What can I do to create urgency? (15:58)
NEW: Negotiation
Negotiation 101 (10:15)
When is the right time to negotiate? (1:24)
What do I do when a customer wants to renegotiate an existing contract? (3:54)
How do I stop negotiating on price? (5:57)
What's wrong with splitting the difference? (4:08)
Can I walk away from a negotiation? (4:39)
Holiday Selling
November 2022 Q&A: How do I navigate end-of-year selling complications? (22:57)
November 2022 Q&A: How do I power through the holidays? (23:27)
How do I stay focused through the holidays even when others aren't? (13:18)
Do I change my prospect list during the holidays? The story of a 9-figure deal. (2:47)
What are the 8 prospecting steps to fill my pipeline late in the 4th quarter? (41:43)
What do I do when customers want to defer payment, but I need the order this year? (4:31)
How do I keep my calendar full during the holidays? (3:15)
How do I sell when we can't get a credit application completed in time? (2:12)
Where should I focus my time and effort at the end of the year? What's the mark of a good 4th quarter? (12:19)
How do I respond to Out of Office messages? Should I leave a message? (1:48)
Can I personally guarantee an order/sale? (2:02)
Full Q&A Coaching Calls
Goal Setting/Calling Q&A: Quarterly Planning, Cold Emails/Phone/Video Calls, Getting Boss Involved (18:45)
Pricing Q&A: Perception, No Budget, Price Cuts, and Resistance (19:47)
Prospecting Q&A: Lead Generation, Pricing Strategy, Value Propositions, and Quality Pipelines (30:44)
Top 1% Q&A: Quarter-End and Friday Selling, Unhappy Customers, Sales Call Prep (16:09)
Top 1% Q&A: Negative People, Industry Relevance, Calling CEOs (23:49)
CRM Q&A: Effective Use, Evaluation, Salesforce vs. HubSpot (30:52)
Negotiation Q&A: Walking Away, Stopping Price Negotiation, and Splitting the Difference (26:58)
Selling Q&A: Simplified Selling in 3 Steps (25:39)
If I'm going to miss my quota, should I push business to the next quarter?
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