The Floor Blog

Speed to Lead: What the MIT and HBR Studies Actually Found
A plain reading of the two studies everyone quotes about lead response time, what they do and don't say, and a practical setup for calling new leads in under a minute. Rule 02: Call in sixty seconds. Read more...
Silence in Sales: How Long to Pause (and Why It Works)
Why the pause after a question is where the real answer comes out, how long to wait, and a simple way to practice it. Rule 04: Ask. Then stop talking. Read more...
Sales Office Decor Ideas: What to Hang, Where, How High
A practical guide to setting up a sales floor's walls: layout, what goes where, hanging height, poster sizes by wall, and how to run a scoreboard people actually look at. Read more...
Never End a Sales Call Without a Booked Next Step
What a real next step is, why "I'll follow up" isn't one, and scripts for booking the next call before the current one ends. Rule 03: Book the next call. Read more...
How to Ask for Referrals: 7 Word-for-Word Scripts
Seven short, specific scripts for asking customers and prospects for referrals, plus when to ask and how to follow up. Rule 06: Ask who else. Every time. Read more...
How Many Cold Calls Per Day? Benchmarks and the Math
Reported SDR benchmarks for daily dials, connect rates and meetings, plus a worked example of how many dials it takes to book one meeting. Rule 01: Pick up the phone. Read more...
How to Handle Price Objections Without Discounting
A practical guide to price objections: why discounting is expensive, how to find out what "too expensive" really means, and scripts for holding the price. Rule 05: Never drop the price. Read more...
Gifts for Salespeople: An Honest Guide by Budget and Role
A practical gift guide for people who sell, organized by budget and by role, with an honest take on what actually gets used. Posters are one option among many. Read more...