John Rosso

Happy New Year! We encourage sales teams to embrace a fresh start in the coming year. Important things to consider to set yourself and your team up for success are reflection, goal-setting, innovation, collaboration, customer-centricity, continuous learning, and celebrating achievements. Take a look at this article to see how we highlight each of these and how to start focusing on them today. 

In the fast-paced realm of sales, cultivating a mindset of gratitude transforms the approach to roles, fostering resilience and lasting client connections. Beyond meeting targets, expressing gratitude for collaborative efforts becomes a unique selling point, elevating sales professionals as genuine partners invested in success. In the competitive landscape, gratitude emerges as a strategic advantage, transforming transactions into meaningful partnerships, building trust, and contributing to a culture of appreciation for lasting success. 

This article discusses how generative AI can be a valuable tool for salespeople in understanding their prospects' challenges and tailoring their solutions accordingly. Generative AI is a type of artificial intelligence that can identify common themes and issues in a particular industry or market by analyzing data from various sources, including social media, news articles, and online forums. By using generative AI, salespeople can hyper-personalize their prospecting activities and provide highly targeted solutions to address specific pain points. The article concludes that salespeople who use technology effectively as a copilot, not as a replacement, will replace those who do not leverage technology effectively.

The article discusses the challenge of ensuring that prospecting activities from a salesperson's cookbook actually get done. Many people use their calendar to set reminders for prospecting calls, but often these reminders get ignored. The solution is to start thinking differently about time management and use time blocking to set appointments with oneself to prospect. Sales professionals need to prioritize prospecting and color-code and vigorously defend these slots on their calendar. The commitment to keeping these time blocks is essential for success in the sales territory!

In this article, John Rosso shares 7 tips for using LinkedIn effectively to drive sales in the coming year. 

In this article, John Rosso recaps the lessons he learned in 2022 that stand out the most to him. All lessons shared are things you can start implementing immediately. 

Every prospecting call pays dividends. What do we mean by that? Even if we get a no, we can ask ourselves where the potential is, where the opportunity is – and we can pursue that.

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?