Better Engagement with Prospects

10 Hacks to Better Engagement with Prospects

10 Hacks to Better Engagement with Prospects

If you’ve been in sales for even a little while you’ve been caught in this situation.  You’re talking to a prospective client and they seem detached, disinterested, not really there.  They give 1 word answers to questions and don’t seem very excited.  They’re not asking you any questions,

The Mindset Keeping You from Being A Challenger Sales Rep

The Mindset Keeping You from Being A Challenger Sales Rep

The comprehensive study of B-to-B sales reps detailed in The Challenger Sale drew a clear conclusion.  Sales people who debate with thier prospective clients, confront them an assert seeing a different world view are overwhlemingly likely to out-perform their peers.  Comparing 5 sales profiles,

The 3 Key Types of Sales Questions and How to Use Them

The 3 Key Types of Sales Questions and How to Use Them

The 3 Key Types of Sales Questions and How to Use Them

From an e-mail to the Rock Content sales team on May 7, 2015

Team,

In our consultative sales process the information we receive from the potential client, is far more important in shaping our explanation of solutions for their business than any pre-call material we have ready.  We need to get people

Creating Urgency Throughout Your Sales Process

Creating Urgency Throughout Your Sales Process

From an e-mail sent to the Rock Content sales team on August 9, 2017.

Team,

This month we are all working on estabilishing and maintaining urgency with every client we are looking to sign.  Urgency begins from the very first interaction (Connect) and is carried all the way through Kickoff and on each