Image via Wikipedia During tough economic times it’s very challenging to keep your sales reps motivated. Like the old saying goes “smile and dial”. But work smart not simply hard. Employ every available technique that will not only increase sales but also improve the job satisfaction of your employees. Remember, no matter how great your [...]
Do You Love Cold Calling?
Image by MikeSchinkel via Flickr Cold calling is really the center of the aged lead business. You are making a commitment to working hard and making a lot of calls when you buy aged leads. Chances are these are leads that other lenders or debt businesses passed on or rejected. Cold Calling is Real Sales [...]
Sales 2.0 Conference in Chicago – September 10th
Image by jkgreenstein12 via Flickr I wish I could attend the Sales 2.0 Conference in Chicago this month. The conference is often full of good stuff on sales innovation and data to back the ideas. This event is going to cover topics like: improving the productivity on your sales pipeline, sales lead management 2.0, sales [...]
Failing Faster, to Success
Image by AlexWitherspoon via Flickr Failure is the number one fear and enemy of a sales person. More so than any other profession, salespeople hear the word, “no.” Like a baseball player, failing 70-80% of the time makes you a rockstar. But what do all those failures do to your confidence? Being a sales person [...]
Tune-up Your Voicemails for Aged Lead Success
Image by Duchamp via Flickr If you are working aged leads you are going to be leaving a lot of voicemails. Our lives are increasingly busy and reaching someone on the phone is nearly impossible. Therefore, to be successful you need a voicemail strategy that converts. Credibility, Curiosity, and the Dangle Like a good elevator [...]
Less Time Picking and More Time Contacting
Image via Wikipedia I see this in most sales organizations-a propensity for cherry picking. Really does it add that much to your conversion rate? I’ll answer that, “no.” Cherry Pickers Lose Humans are always driven by intuition and “gut” feelings, but unfortunately these are often wrong. Like the classic optical illusion tests, which are a [...]
Getting a Jump Start on Your Sales Day
Image via Wikipedia Does your sales day start first thing every morning? “Yes,” sounds like the right answer, but it may put you behind the eight ball. You see the best feedback and inspiration for today’s sales probably occurred as you were closing down for the day-yesterday. End Your Day with a Process Getting your [...]
7 Deadly Signs of a Sales Slump
Image by Camera Slayer via Flickr Sales slumps-we all get them. However, the best in the business know the early warning signs and how to “hit” out of them. The best way to avoid slumps is to develop a consistent sales process. These are methodical habits and techniques that create a baseline for sales activities [...]
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Sales Funnels are Critical Sales Tools
There are few things more critical than the sales funnel. It keeps you focused, coaches you, and improves your sales performance. How you manage your sales funnel will directly correlate to your sales success. Here are some critical components that will make you more successful with mortgage or debt leads. Get Your Leads in the [...]
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Good Sales Start with Good Attitudes
Image by National Media Museum via Flickr Sales is emotional, yet often we drive ourselves down into a funk. Several days of closing slump and we start beating ourselves up. This starts a counterproductive cycle of bad attitude, which leads to bad sales. Good sales start with a positive attitude. Let’s talk about how to [...]
