Al Davidson

How to get more sales by using this “four-letter word”

Sales people are masters of the language of selling. The best sales people know how to build relationships by phone and email, ask good questions to earn the customer’s trust, explain product features and benefits in a compelling way, and otherwise talk with customers...

3 tips for building trust throughout the customer journey

In the sales business, we talk a lot about sales funnels and sales cycles and sales process, but it’s also important to remember the customer’s point of view. Because in the same way that sales people have a “sales process” that we’re trying to...

What can sports analytics teach us about lead management?

There is a huge trend underway right now in professional sports where teams are using advanced statistical analytics to find out more than ever before about which elements of player performance truly make the biggest difference in winning games. Sports analytics are becoming a...

3 Secret Reasons Why You Aren’t Getting Sales Appointments

Appointment setting is a critical part of the B2B sales process, but many companies struggle with it. Some companies get plenty of inbound sales inquiries from their website, or from other outbound marketing activities, but then fail to convert these initial inquiries into confirmed...

In sales, the more things change, the more they stay the same

It’s often fashionable in today’s business world to talk about how fast things are changing. Technology is definitely transforming many aspects of how people do business, but many sales industry commentators make the mistake of getting too caught up in talking about technology. It’s...

Take Five: Check your Sales Tools

Relationships make the sale. This requires trust, dialogue, and shared commitments and understanding from the client and the salesperson. What NOT to do in sales can be as important as what TO do. If any of these misguided techniques are currently part of your...

The New Rules of Sales Pipeline Management

Lead generation is about more than just finding new sales prospects – true success in lead generation comes from effectively managing your sales leads and creating a strong pipeline of opportunities. If you want to keep your sales growing, you need to have good...

5 easy steps to better sales presentations

It sounds counterintuitive, but many sales people do not plan or prepare for their sales presentations. Sales people spend so much time on lead generation calls, qualifying sales leads, and appointment setting that often, by the time they get around to meeting with a...

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