February 2016 - The Halpin Group

Month: February 2016

Beware of The Transactional Trap!

A Story of Transactional Versus Value-Based Selling Many companies and sales people are trapped in a transactional selling cycle using price as their primary tool to solicit and close business. Of course, the result is that customers treat them as a quote or proposal factory. Transactional selling cycles are characterized by a commoditization of products […]

Read More

Break Down the Door!

Salespeople often tell me they can’t get prospects to return their phone calls or emails. As a person that has executed over a thousand cold calls and introductory emails, I have a 3 step process that I’ve found helpful to securing first meetings with prospects. Salespeople often tell me they can’t get prospects to return […]

Read More

Feed Your Sales Engine Rocket Fuel!

All Sales Engines must be fed with lead generation. Lead Generation is the art of generating new quality conversations with prospective customers, whether that means cold calling, trade shows, content marketing, or other methods. Which lead generation method is right for your business? All Sales Engines must be fed with lead generation. Lead Generation is […]

Read More