1. Outbound sales experts In many organisations, the role of a prospector or outbound sales is a severely undervalued job. If you treat the role this way, you will never get top results. It is a challenging and crucial role. Treat your outbound sales as experts and make sure that

Of course you want new customers. But what good are new customers if they are not scalable and predictable? In order to build a sales machine within your company that brings in new customers on a structural basis, the following three steps are crucial: 1. Predictable lead generation: The most important pillar for predictable new customer acquisition is lead generation.

Many sales people complain that they get little or no response to their e-mails. I hardly ever respond to standard sales emails. Here's what makes me respond: 1. Personalisation: If you don't bother to personalise your email, why should I bother to respond? 2.

Many people have the image that a sales stopper is manipulative and slippery. My daily experience is the opposite. That's why I thought it was time to look for studies on sales stoppers. What personal characteristics work best in sales? To answer this question, I came across Steve W.

Last week, we (finally) sat down with a potential customer of ours with whom we have been in contact for some time. We had been following this lead for over a year and last week, within the space of an hour, we reached a deal for the next six months. That is

As a telemarketing agency, we often talk to companies that more or less all have the same problem. They don't get to the table with new customers, or at least not enough of them. The problem is not that they don't want to approach new customers, but that they don't know where to start. In

Whether lazy is the right word, we don't know, but more and more salespeople seem to be hiding behind the term "social selling". Full focus is on things like e-mail marketing and social media, but the telephone is almost despised. We do want new customers, but safely in our comfort zone

We hear this question every week, if not every day, from entrepreneurs and salespeople who want to improve their scoring of new customers. Reason enough for us as a sales agency to develop a method that every sales person can easily apply in their daily work. Whether it is a

In the book "Coincidence is Logical" by scientist Peter Winsemius, he explains Johan Cruijff's quotes and how you can interpret them in your business. Chapter 22 contains the following quote: "You get better by getting worse". How can we interpret that in our daily business?