98 Lead Generation Strategies To Grow Your Business

April 12, 2008 By 17 Comments
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In the new sales and marketing paradigm individuals, consultants, entrepreneurs and small businesses can play on a level playing field with the big boys. Anyone can embrace the power of the internet, couple this with a powerful sales and marketing strategy and bootstrap their way to success on minimal expenditure.  In fact, minimal budgets, far from being a barrier to success, can actually focus your mind on what you really need to do to get more sales. Minimal budgets make you ask the question all of the time, "What will get me the … [Read more...]

Filed Under: Marketing, Prospecting & cold calling, Sales training Tagged With: , , , ,

The Sales Apprentice 2008: Sales Training Tips From The Hit TV Show, Part II

April 2, 2008 By 2 Comments
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With another stirring rendition of Prokofiev’s Dance of the Knights The Apprentice got under way. Another show, another early morning call that we got so familiar with on the last series. One of the boys answered the phone in a superman t-shirt... I wonder what sales training strategies and tips will we learn tonight? Tonight their task was to sell laundry services. Sir Alan Sugar had got the teams two industrial laundries and their job was to go out and win business, launder the laundry and then return it to their clients. They must … [Read more...]

Filed Under: Gavin's rants, Sales training Tagged With: , , ,

Selling In A Recession – Why Some People Are Going To Crash And Others Are Going To Fly

January 13, 2008 By 16 Comments
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Over the last few months there has been a lot of talk of recession. Wherever you look and whatever you read, ever since the American subprime crisis, talk of a recession seems to be bombarding us from every possible media. Every expert there is seems to have something to say about whether there will or whether there won’t be a serious recession and if there is, how long will it last and just how severe will it be? If there is a serious recession, learning how to keep on selling in a recession will be vital. Sales training could well be … [Read more...]

Filed Under: Gavin's rants, Motivation & mindset, Sales training Tagged With: , , , , , ,

How To Sell More In Competitive Markets

December 17, 2007 By Leave a Comment
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I received your newsletter. Thanks again. I wanted to ask you a question. I work for a (market given) magazine that is distributed for free to (consumers) throughout the local area. I sell advertising space in the magazine. Our magazine has been around the longest. It started in (our area) and has branched out to include (surrounding areas). However, there are 2 other magazines that are distributed in the same area. One of the magazines has been in our county since 2000. The other magazine has been around in maybe the same time frame. I have … [Read more...]

Filed Under: Ask Gavin, Motivation & mindset, Prospecting & cold calling, Sales training Tagged With: , , , , ,

Should I Only Be Cold Calling Prospects I Convert Most Easily?

November 2, 2007 By 1 Comment
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Hi Gavin,   I am wondering if you could help me with a problem I currently have. I work for a web development company. We supply our services to designers and web design agencies. In recent weeks I have been calling a list of graphic designers and a list of web designers. For the graphic designers I normally seem to get an appointment from 1 call in 10 (ish), however for the web developers/agencies it seems to be 1 in 25.   I have two questions, firstly, do you think it is worthwhile to contact web agencies where their objections … [Read more...]

Filed Under: Ask Gavin, Closing the deal, Prospecting & cold calling, Sales training Tagged With: , , , , , ,

Stand Up If You Like Cold Calling!

October 23, 2007 By 14 Comments
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Gavin What are your thoughts on this? I am a firm believer of standing while selling but none of my colleagues are. Thank you for your training on cold calling, I thought it was excellent, however experienced one is with cold calling there is always room for improvement. Please let me know your thoughts on standing, MW, No Fear Cold Calling attendee Is standing up whilst on the phone a good thing? Does it improve sales results? Are you right or are your team right? What a great question! Standing up whilst on your phone is one of those … [Read more...]

Filed Under: Ask Gavin, Gavin's rants, Motivation & mindset, Prospecting & cold calling, Sales training Tagged With: , , , ,

Cold Calling Howlers, Gavin’s Kitchen Nightmares!

October 3, 2007 By 5 Comments
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Last Friday I was working from home for the day. I had spent the last three days delivering two of my favourite sales seminars, No Fear Cold Calling and Professional Selling Skills, in Manchester, Nottingham and Birmingham. I was working on my forthcoming book No Fear Cold Calling and was determined to not be disturbed when my home phone rang. After a sip of tea I decided to answer the phone just incase it was someone from my family or one of my friends. It wasn’t, it was a cold call. Salesperson: “Hello. This is so and so from … [Read more...]

Filed Under: Gavin's rants, Motivation & mindset, Prospecting & cold calling, Sales training Tagged With: , , , , , ,

Cold Calling Tips For Getting Through To The Decision Maker

September 21, 2007 By 8 Comments
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Have you ever made a call where you failed to get through to the decision maker whether cold call or warm call? Have you ever had a gatekeeper be rude to you? Or maybe you have even had a gatekeeper put the phone down on you? Perhaps the answer is yes to all three! I don't think there is anyone involved with sales who hasn't experienced at least one of the above scenarios! When I run sales seminars the vast majority of delegates tell me that they find getting past gatekeepers a major frustration and something that they wish they could improve … [Read more...]

Filed Under: Motivation & mindset, Prospecting & cold calling, Sales training Tagged With: , , , , ,

Finding New Client Information

September 6, 2007 By 2 Comments
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Salespeople are always moaning to me about not having enough people to ring or about not having enough leads to prospect. It doesn’t seem to matter who they are or what level they are working at, comments like, “I’ve run out of people to ring” and “The database they (the management) gave me is useless” are commonplace. Here's the thing. There are plenty of clients out there but you have to take some action to find them. Sales people moaning and whining about this subject always reminds me of a … [Read more...]

Filed Under: Prospecting & cold calling, Sales training Tagged With: , , , , , , ,

Does Cold Calling Work?

June 2, 2007 By 3 Comments
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I was reading a business blog today and I came across a well written article asking about the success of cold calling in business today. I decided to post an answer and I thought that my readers might appreciate my thoughts on this matter...  As someone who works with many different companies I have seen many examples of cold calling having phenomenal results. I have also seen it fail spectacularly! There seems to be a current trend to label all cold calling as pointless. This is a popular myth and one that I believe people are keen to … [Read more...]

Filed Under: Ask Gavin, Prospecting & cold calling, Sales training Tagged With: , , , ,
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