Disappearing Act

Disappearing Act

What do you do when you have a qualified prospect that gives every indication that they want your solution but they suddenly disappear?  It seems like they’ve fallen off the face of the earth. They don’t respond to calls, texts, or emails. I’m sure many of us...

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End of Year Survey 2021

End of Year Survey 2021

Please participate in our SHORT (two questions!) Prospecting Survey to let us know what modes of communication YOU find most successful when Sales Prospecting.   Please pass along the link to your community to help us get the most feedback possible.   Thank you and...

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Are You Missing a Piece to your Sales Puzzle?

Are You Missing a Piece to your Sales Puzzle?

Over the years, I have noticed that these three fundamentals are KEY to sales success. When you aren't hitting your sales quota, or can't seem to connect with enough qualified leads, check to see if you are missing one of these pieces.   I often see people master one...

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What is Conversational Selling?

What is Conversational Selling?

At One of a Kind Sales, we call our proprietary approach to Cold Calling 'Conversational Selling'.  We approach each call as a conversation and an opportunity to discover two things:       1. Are we speaking with a decision maker?   and        2. Are they experiencing...

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Cold Calling is Networking

Cold Calling is Networking

I have noticed that many salespeople are quick to spend an exorbitant amount of time and money on live events, claiming that they offer networking opportunities that they cannot afford to miss. That time and money would be better spent on Cold Calling. Cold Calling IS...

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How to Drive the Buying Process

How to Drive the Buying Process

You have probably heard the popular statistic that 70% of the buyer’s journey is complete before a buyer even reaches out to a company or sales rep.   And have read that 95% of B2B buyers research companies online before making purchases (that was in 2014 - my guess...

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Virtual Selling is the New Sales ‘Normal’

Virtual Selling is the New Sales ‘Normal’

I frequently hear salespeople say, “Once we get back to 'face-to-face' sales, I will be back on my game!” This is often used as an excuse for poor performance over the past months of Virtual Selling. Well, the reality is that Virtual Selling is the new sales...

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Texting Sales Prospects

Texting Sales Prospects

I was recently asked what I thought about texting Sales Prospects. Here is my response; it really depends on the industry and the individual prospect.  First some stats*:  As of January 2020, 292 million people in North America use text messages - that’s 80% of the...

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When Less is MORE

When Less is MORE

True or false? Constantly adding new leads will result in more sales.   In our experience, this is FALSE. In the case of cold calling and lead generation, less is MORE.  To calculate the number of leads you can follow-up on:  Calculate number of hours you can dial per...

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Selling Right Now

Selling Right Now

We all know of businesses that went dark during the pandemic. We hear stories of people who closed shop, who decided to lay low and to wait until 'this passes'. As I have said all along, that is NOT a viable business strategy and certainly not the way to generate...

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Is Cold Calling a Waste of Time?

Is Cold Calling a Waste of Time?

I am frequently asked, "is Cold Calling a waste of time?" Given that my business is to find and place, train and manage Cold Callers and that we at One of a Kind Sales LOVE making Cold Calls, I can confidently say, “YES” – when done poorly, Cold Calling IS a waste of...

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