Process & Method

How do you engage effectively at the CEO level? The very best leaders are focused on delivering results, making a difference, treasuring time, building people, and leaving a legacy. Here are ten rules to honor on your quest to engage successfully.

Calling is the top skill you should be developing to gain an edge, not just for prospecting and landing meetings with C-Level decision makers, but at every stage of the funnel.

Sales scripting is basically the process of transcribing your sales call – from questions and jokes, through to stories and how you close the sale. A carefully crafted sales script allows you to take control of the sales process – and this means far less is left to chance.

Mastering video conferencing opens up all sorts of opportunities. It puts us ahead of those that only use the telephone. ‘Seeing’ a client makes it easier to build rapport, engage eye-to-eye, ‘showcase’ our wares and gauge reactions.

Scientific evidence shows that one of the best ways for humans to connect, to transfer knowledge or embed new ideas is through the medium of storytelling.

Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer validates and even spreads a fear of sales interactions.

The only way to discover the truth is to communicate in a way that helps the other person feel comfortable telling you the truth. What you don’t want is for them to think you’re calling just to make the sale.

Only managing the volume of a salesperson's pipeline is not always the best approach. If we have too strong a focus on driving these volume numbers, we risk sellers, either consciously or unconsciously, loading the number of deals to meet those metrics whether they be real deals or not, or whether they have the time to develop those deals or not.

The focus of your efforts is about being the authority, being prepared and being professional the whole way through – not just pushing to meet with the ‘person behind’.

LinkedIn is not a social media platform that rests on its laurels. It's regularly rolling out changes to the way it operates, and the way it processes our information, keeping up with those changes can be a challenge for all but the most diligent.