Gil Cargill

The New Reality Of Prospecting

During the course of my sales and sales coaching careers, I've seen traditional prospecting strategies — canvassing, networking, cold-calling, et cetera — become increasingly less effective. As a matter of fact, most salespeople do their best to avoid prospecting because they know, based on their experience, it does not produce the desired effect: more first meetings. By Gil Cargill, Sales Acceleration Coach

How To Hire Your First Sales Rep … Profitably!

At some point in the growth of all MSPs, IT consultants, VARs, and/or software salesforces, the need to hire the first salesperson becomes apparent. Typically, this is stimulated by one of several factors. By Gil Cargill, Sales Acceleration Coach

Consideration Rate — The Missing Metric

Perhaps the most important and frequently overlooked metric, as it pertains to business-to-business marketing, is consideration rate. Simply stated, consideration rate is the percentage of desirable sales opportunities that, at minimum, consider you. By Gil Cargill, Sales Acceleration Coach

Time For A Speed Test

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 probability of success will reduce by 700 percent if you delay responding to an inquiry by five minutes.

Managing The Aging Salesforce

I believe that senior sales representatives, in many cases, are looking for recognition and acknowledgement of their prior contributions. That's great, they deserve it, and you should do that. But, none of us can live in the past. The senior sales rep must be held accountable for doing his/her job based on today's realities.