When you are prospecting for new leads are you looking for prospects that want to buy a product or service that is like yours? Or, are you searching for prospects that need exactly what you have to sell? These are two very distinct approaches to business development and yield two very different sets of prospects. […]
Take Advantage of the “Telephone Effect” A lot has been recently written about the power of stories in selling. The power of stories to communicate context and value is undeniable, if they are used correctly. The effective use of stories requires you to remember that the exclusive audience for your story is not the person […]
The most important number that every sales rep needs to know before he or she can build an effective sales plan for the new sales year is their Lead Deficit. To give yourself a solid chance of making your quota you have to know this number. Here’s how it works. Making quota is based on […]
Andy Paul has been in B2B sales for over 40 years. He’s sold everything from computers to SMBs, to complex communications systems to the world’s largest enterprises. He’s been responsible for hundreds of millions of dollars in new business, and now he helps ambitious salespeople, sales teams, and companies to grow their revenue.