Tagged: sales expectations

business leadsdeadline

Time for a Speed Test

By Gil Cargill on October 13

The speed test that I’m referencing is the speed at which you and/or your organization respond to customer inquiries.  Recent studies show that your probability of closing business drops considerably when the delay of responding to an inquiry is as little as a few minutes. As a matter of fact, some studies show that your […]

Sales Success

Nine Ways to Improve Your Sales

By Gil Cargill on February 7

In order to kick off 2014 in the best way possible, I’ve been asked by many of my clients to document our unique method for improving sales.  Candidly, there is more information than I can put into one easy-to-read article, so I’ve broken it down into the nine steps that we at Cargill Consulting Group […]

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You Can’t Buy Customers… But You Can Buy Leads

By Gil Cargill on December 27

I’ve always found it interesting that the people that talk to us about our Autopilot Prospecting service have almost a subconscious calculation going on. In other words, when they talk to us – and, I’m sure, when they talk to other lead-generating / prospecting companies – there is a calculus occurring in their minds that […]

breakthrough growth

Sales and Football Are Both Games of Inches

By Gil Cargill on June 1

If you have ever listened to any football games, the commentators inevitably speak about the fact that games and frequently championships are won by inches. The same applies to sales. Obviously, we aren’t running a ball up and down a field. But small increments of improvement can produce huge changes in your top and bottom […]

Executive sales person

The Myth of the Rolodex

By Gil Cargill on April 17

It is almost an age-old cliché that many managers and CEOs want to hire salespeople who have a “good rolodex“. Unfortunately, many of these decision-makers are duped by this old-school philosophy. In my experience, a good rolodex is a measure of a salesperson’s potential in very few industries. If your company sells insurance, financial planning […]

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How to Build an MSP Sales Force from Scratch

By Gil Cargill on April 4

One of the common mistakes that I’ve observed in the MSP community is the mistake of hiring salespeople based on their alleged experience. I use the word alleged deliberately due to the fact that many salespeople in the MSP world are very good at getting hired but not quite as good at doing the job […]

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