Judy Olbrych, creator of the Lead Generation Unleashed podcast, wanted to interview Chris Harris and pick his brain about generating very high quality leads, market trends, life balance and much more. Here are the highlights: The secret to 75 – 95% close rates (1:04) Three critical questions to ask when evaluating your leads (3:42) What is a SIT […]
As I explained in an earlier article, it’s important to diversify your prospecting efforts because sometimes your pipeline slows down, and you need to quickly fill it back up with an infusion of good-fit leads. When used correctly, and in tandem with the help of a referral partner, a feed list is an effective way […]
We’ve all been taught somewhere along the line that sales is a numbers game, particularly when it comes to dialing for dollars or cold calling. The premise is that if we make lots of calls, we’ll be able to get in front of enough decision makers to hit or exceed our quotas. And while this […]
I work with some organizations that do a pretty good job at providing leadership training for their managers. Unfortunately, it is rare to see organizations do the same with their sales leadership team. While many leadership skills and ideas are transferable to sales, from my experience, there are special concerns and challenges that are different […]
Pushiness is not sexy. Are you scaring your prospects away with unwanted sales pressure? In my many years as a Director of Sales, and then later as a sales trainer and coach; one principle has always been front and center with my approach – you need to eliminate sales pressure. In the old days (yes, […]
You just had a wonderful exploratory conversation with a prospective client. You did a brilliant job of listening and identifying a key operational challenge the company is facing—one they didn’t even know existed. Your solution could help them save thousands of dollars, and they’re chomping on the bit to hear your ideas explained in full […]
How many times have you looked at your production numbers this month? The better question is: Which numbers are grabbing your attention? 9 out of 10 times, most of us are only looking at how many dollars we’ve raked in. It makes sense—we’re all hard-wired to focus on these numbers to gauge how much financial […]
How many outbound dials do you make in a week? 10? 50? 250+? I remember my jaw dropping the first time I was expected to make 50 calls a day. I had visons of pacing back and forth, sporting a headset and slaving away for hours on end. The fact is, it doesn’t have to […]
This week while I was doing a sales training session in Charlotte, I got a question that I’ve gotten dozens of times before. “When I’m meeting with a prospect, is it ok to take notes?” While the argument could be made that taking notes could be viewed as a way to show respect and attentiveness […]
Have you ever had someone leave you a message like this? Hi Charlotte. My name is Chris with RefuseOrdinary. I hope you day is going well. I was given your name by Brandon Smith—he said some great things about you and thought I should call and set up a meeting with you to learn a […]
