I shared the following sales statistics with them:

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In the past, this might have looked like sending someone an article of interest. Today, it’s sending a link or video with content relevant to the target. Givers are also good communicators. They pay attention to who needs what and when. They then take the time (and schedule) to introduce clients and colleagues.

In the past, introductions might have been made over the phone. Today, that might be an email or LinkedIn introduction, but the strategy is the same. Givers want to do something for you before they expect anything in return. The old Capital One ad is a great way to sum up this newsletter.

“What’s in your wallet?” If your wallet isn’t full, look at the above lithuania telegram data points and find ways to fill your sales pipeline. This week I gave a presentation in Las Vegas to a group of about 150 inside sales directors on how to help their inside sales teams schedule more appointments.

The problem their team faced (and they were not unique in this, as many of you know from experience) was learning how to handle/work around initial resistance and persevere to get the prospect to agree to an internal meeting. More specifically, the team got discouraged after the first one or two sales objections and gave up too early.

view To help them realize the importance of persistence, 48% of salespeople never follow up with a prospect 25% of salespeople stop after the second contact 12% of salespeople give up after only three contacts Only 10% of salespeople contact more than three times 2% of sales are made on first contact 3% of sales are made on the second contact 5% of sales are made on the third contact 10% of sales are made on the fourth contact 80% of sales are made between the fifth and twelfth contact Giving up on prospects too early These statistics are extremely useful when it comes to prospecting and asking for appointments.