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…
What Your Follow-Up Questions Reveal
The first question may open a sales conversation. The follow-up question shows whether the answer mattered. Sales professionals often prepare thoughtful questions before a call. That preparation is useful. But…
What the Prospect Assesses During a Sales Call
Prospects assess more than the offer. They also assess the salesperson's questions, listening and relevance.
Every sales call is a two-way interview—but we often review it as if only the seller is assessing. When I listen to a sales call, I do not only consider…
Every Sales Call Is a Two-Way Interview
What is a good sales conversation actually trying to achieve? For me, it is not about convincing someone to say yes. It is a conversation in which both sides try…
Motivation makes the next call. Reflection makes it better.
Motivation helps sellers keep going. Reflection helps them improve.
Motivation helps salespeople make the next call. Reflection helps them make the next call better.
Sales Conversation Quality
More activity is not always better coaching. Coach the conversation, not only the numbers.
Sales conversation quality is often the difference between activity and real progress. Strong sales coaching helps teams improve the conversation, not only the numbers.