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[Video] The Sales Management by Assumption Mistake

[Video] The Sales Management by Assumption Mistake

When business owners hire senior sales reps, they often make a dangerous assumption: Because of their previous experience, those reps require minimal training and can simply be turned loose to deliver big results. In the video below, I provide a real-world example of why that assumption very rarely works out.


Paint the picture of your ideal sales referral

Paint the picture of your ideal sales referral

Questions with Kendra: Yay or Nay? Intentional Voicemail Disconnects

Questions with Kendra: Yay or Nay? Intentional Voicemail Disconnects

Q: Freddie has been reading our Email PowerProspecting eBook and when I followed up with him, he posed this interesting question: What are your thoughts on the voicemail approach of disconnecting in the middle of the call? I received a callback today using that method. A: I’m not wild about it. I don’t like tricks. I know they work some of the time, but I believe you have to have integrity especially in prospecting. People are already weary of salespeople.  …
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Is Your Email Prospecting Hyper-Focused or Haphazard

Is Your Email Prospecting Hyper-Focused or Haphazard

Recently, I had a conversation with a client that echoed an increasingly common refrain I’ve been hearing from salespeople and sales managers. “Kendra,” the client started, “we’ve been executing email prospecting for a while and we’ve been experiencing great results, but suddenly we’re finding it very difficult to generate responses. I think we’re doing everything we need to do, but our response rate is dropping and we’ve only secured three new appointments in eight weeks. Has the strategy  …
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Embrace your own style when you leave a voicemail and smile

Embrace your own style when you leave a voicemail and smile