Why Reflection Improves the Next Sales Call
Motivation makes the next call. Reflection makes it better. After a difficult call, the instinct is often simple: Make the next one. That resilience matters. Salespeople need to keep moving…
Sales Conversation Quality Is Rarely a Product Knowledge Problem
When a sales conversation underperforms, product knowledge is often the first diagnosis. During call reviews, I sometimes hear the same conclusion: “They need more product knowledge.” Sometimes that is true.…
Call Reviews Should Develop Judgement, Not Compliance
A call review should develop judgement, not just check compliance. During call reviews, I sometimes see managers focus first on whether the salesperson followed the expected structure. Structure matters. It…
Do Not Sell the Next Step. Agree It.
A calendar invitation is not evidence of progress. During call reviews, I sometimes hear a salesperson end a conversation with: “Shall I send you a calendar invite?” The meeting gets…
What an Objection May Be Telling You
An objection can also be feedback on the conversation. During call reviews, I sometimes hear an objection and notice the immediate reaction: How do I overcome it? But before answering,…
When the Pitch Comes Before Understanding
During a call review, I noticed an SDR move straight into the pitch as soon as the prospect mentioned a challenge. At first, it sounded logical. The SDR recognised a…
Listening Is Not Waiting to Speak
Many sales professionals hear every word and still fail to listen. They wait for the prospect to finish so they can ask the next question, connect the answer to the…
The Gatekeeper May Be Your Best Source of Information
The person who answers the phone may know more about the route into the organisation than the person you are trying to reach. Yet many sales professionals approach the gatekeeper…