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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We Can Do Your Push Ups for YOU!

We Can Do Your Push Ups for YOU!

According to a survey done by YouGov in December of 2017, eating healthier, getting more exercise and saving money were tied as the number one personal new year's resolution for 2018. And most studies cite the number one business resolution as increasing sales and...

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Is Sales Prospecting a Waste of Time?

Is Sales Prospecting a Waste of Time?

In our last three articles we talked about: Sales Prospecting, discussing why it is crucial to business growth. Why People Don't Enjoy Sales Prospecting, along with some suggestions on how to enjoy it more. And What to do when you are too busy with the work you...

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Sales Prospecting isn’t Fun!

Sales Prospecting isn’t Fun!

In our last article, we talked about Sales Prospecting, discussing why it is crucial to business growth and why people don't always do it on a regular basis.   Here are the top reasons we hear for why businesses don't bother sales prospecting:  They...

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Sales Prospecting – Why Bother?

Sales Prospecting – Why Bother?

In the mid 1800's over 300,000 people made their way to California in the hopes of finding gold. When they first arrived, some were able to use their hands to gather flakes of gold running in the rivers and streams! Others used the pans we associate with images of the...

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Are YOU Prepared for 2019?

Are YOU Prepared for 2019?

The first snow of the season hit the Northeast recently and while the weather people had predicted precipitation, the deluge of snow clearly caught us off guard! Cancelled trains, traffic snafus, sliding vehicles, regional flight delays and a dearth of snow plows all...

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Cold Calling is Scarier Than Halloween!

Cold Calling is Scarier Than Halloween!

Cold calling can be scary. Sales people making the call are afraid of rejection. Call recipients are fearful of picking up the phone, afraid of having their time wasted. Scariest of all is the bottom line, when dozens of man hours and thousands of dollars produce no, or poor quality, leads. Try our winning approach to cold calling to drive qualified leads and bottom line results.

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