A West Coast Toyota dealer delivered a great lesson to a TV salesperson recently. And I got to watch. The dealer was a loyal, consistent radio user — in fact, he told us that he spent nearly $50,000 a month, every month, on radio. He’d done this for years. He would occasionally advertise on the TV […]
Are you overestimating the value of your sales pipeline? It may not be as full as you think. “The ball don’t lie.” – former NBA great Rasheed Wallace Sales Pipeline Math: A Story Problem This comes from Jeb Blount’s new book Fanatical Prospecting: Becky has 30 prospects in her pipeline. Her closing percentage is 10%. She […]
We have this expression, Christy [Turlington] and I. We don’t wake up for less than $10,000 a day. — Supermodel Linda Evangelista, interviewed in Vogue Magazine, 1990. Evangelista may have been joking, but there is a serious principle behind what she said. If you are a salesperson and want to make more money, you’ve got […]
When is the best day to cold call? Insight Squared reports that their analysis shows that you should call between 10am and 4pm on Tuesday. Ken Krogue, on the Inside Sales Blog, says that Tuesday is actually the worst day to call. He recommends Wednesday and Thursday. Geoffrey James, writing for CBS MoneyWatch, pointed to data […]
I have no idea who came up with this idea. I only know it works. A Sales Call Surprise A few years ago a television advertising salesperson on the West Coast took me to meet the marketing director of a medical practice. The practice covered a lot of ground — among their divisions was OBGYN, aesthetic […]
