BB Articles

I was up in Oakland last week training some inside sales software reps, and I asked the pivotal question - "Out of 10 leads you send out, how many end up buying?" [...]

So here's the scene: Large corporate sales convention in the company's training center in Washington State; over 250 sales reps flown in from all over the country; Sales directors, V.P.s, sales managers all running aroun[...]

I've been listening to a lot of sales rep's recordings these days while I prepare for some custom inside sales training seminars, and I can't tell you how bad I feel for so many of you! [...]

Whenever the subject of scripts come up, people usually have definite opinions -- they either love them or hate them. [...]

To start with, let me ask you the most important question of your sales career: Do you have an affirmation card, a few sentences or a paragraph, that describes in detail the feelings and emotions that you will have once [...]

In today's economy, everyone wants a lower price. I'm getting emails and calls every week from sales reps around the country who want to know what they can do to deal with prospects and clients alike who are looking for [...]

I've been listening to recordings sent to me by companies I'm working with and a couple of things really stand out. First, the tremendous advantage of recording your calls is once again confirmed. Everything you're doing[...]

I get many requests each month for phone scripts. People want to know how to open the call, how to avoid being blown off, how to handle objections, etc. [...]

In today's economy, where prospects are quick with the brush off, you've got to find a way to instantly establish rapport, differentiate yourself from all the other sales reps who are calling them, and build trust and cr[...]

Sales meetings. What kind of feeling does that term bring up in you? If you're a manager, do you struggle to find meaningful, fresh content each week? Or are you prepared and look forward to the chance to lead and inspir[...]