Fitting Prospecting Calls Into Busy Schedules
Let’s be honest: “I didn’t have time to prospect” is the sales equivalent of “the dog ate my homework.” Technically possible. Almost never true. Yes, in a perfect world you’d have pristine, uninterrupted prospecting blocks—headphones on, CRM open, dialing like a machine. But in the real world? Your calendar gets hijacked. Internal meetings pop up. […]
Welcome Northbound’s Newest Team Member
Kristy McGraw is Northbound’s new Business Development Representative and brings tremendous sales experience from several very competitive industries. Her specialty is prospecting for new clients where her skill & tenacity will be put to good use in helping Northbound expand. Kristy hails from our nation’s capital, Ottawa, but because training can be delivered remotely via […]
New Year’s Resolutions: Why Most of Them Die Faster Than a Cold Call on Friday at 4:59
By Michael Caron, President, Northbound Sales Training At Northbound Sales Training, we don’t call them resolutions but every year at around this time, I hear salespeople set their sales goals for the year. And every January, I hear sales professionals of my clients make the same bold resolutions.“I’m going to prospect every day.”“I’m going to […]
Five Strategies to Deal with Gatekeepers
Who gets through and who doesn’t? Only the gatekeeper for the decision maker decides! When attempting to contact your important decision maker, at Northbound a person we like to call The Big Cheese, it can be very frustrating to have a gatekeeper “get in the way”. Naturally, the larger the organization, the more likely that […]
6 LinkedIn Profile Tips for Salespeople
1. Craft a Customer-Focused Headline Instead of just listing your job title (e.g., Sales Executive at Northbound Sales Training), use the headline to show who you help and how.Example: “Helping B2B Sales Leaders Build Stronger, More Consistent Sales Teams | Sales Development Specialist at Northbound Sales Training” 2. Write a “Story” Summary That Builds Credibility Your “About” section should […]
The Power of Handwritten Notes
In school, we used to pass handwritten notes. Even today, it makes you stand out from the rest I’m a big advocate of using handwritten notes in your selling process for 2 main reasons #1 Reason: They work #2 Reason: They are a kind gesture which makes me feel good! Why do they work? In […]
The Fine Line Between Persistence and Stalking
There’s a difference between being persistent and being a pest! “What’s a reasonable amount of follow-up?” “If I’m not getting a response, when should I give up?” “Am I jeopardizing the sale if I’m too persistent?” These are all questions that often come up in our Power Prospecting workshop. How often to contact a prospect […]
Why you should always leave a voicemail when prospecting.
Goal Aligned™ Selling Program is Open for Registration
Spring Program Starts April 17 Our live instructor-led online program, Goal Aligned™ Selling, will give you the skills & strategies to close more sales. Last fall, we launched our Goal Aligned™ Selling program for individual salespeople and the feedback was fantastic! If you’re a sales manager, this is a perfect way to develop solid foundational selling skills for a select few […]
The 20% Solution to Better Sales
The concept of compounding works for investing – in both your finances and your sales career. Most everyone understands the power of compounding. In a nutshell, small increases in anything multiplied by more small increases over a long period of time produces a hockey stick curve of massive increases. Compounding can produce powerful increases in […]