The picture of a stereotypical salesperson painted in most people’s minds is an aggressive, intimidating, and solely money motivated. Think Glengarry Glen Ross. Sign on the line that is dotted! In today’s business world, however, that strategy doesn’t play out, and the most successful sales people are the opposite of that sleazy persona. With the … Continue reading Why You Should Give Your Prospects Control of the Sales Process
Sales enablement is suddenly the new buzz word. According to International Data Corporation, annual spending on sales enablement is over $66 BILLION per year. That’s billion with a “b”. But what does it mean? And how do you make sure your sales team is “enabled”? Basically what sales enablement means is just what it says. … Continue reading How to Fully Enable Your Sales Team
One of the trickiest parts about beginning a sales call or meeting is that you’re automatically at a disadvantage. Your prospect will immediately be skeptical sales people, even if they are extremely interested in your company. Why do people start off on the defensive with sales people? We all do it. Even people who sell … Continue reading Absolutely DO Take “No” for an Answer
How I found out we were going about it all wrong For the last ten years I was under the impression that if I just worked hard, success would come my way. And while I am routinely a top sales person at my company, I always had that nagging feeling that there had to be … Continue reading Dispatches from a Modern Day Salesman
How to Keep Up in Today’s B2B Sales World Well here we are – 2016. Is your sales strategy stuck in 1996? Staying on top of trends is one of the biggest challenges faced by those of us in the B2B sales world. One word comes up more and more in discussions of how this … Continue reading Trending in 2016
Moving Away from the Typical Sales Pitch We’ve all sat through the stereotypical long, boring pitch of a sales rep who goes through every aspect of everything their company offers, including all of the information that is largely irrelevant to our specific business. Many of us have probably been on the other side – giving … Continue reading Mastering the Art of Sales Communications
How to make the most of your inbound pipeline. So you’ve done your research, chosen the best strategy for your business, got your lead generation system in place. Great! Now what? If your strategy stops there, you’re missing some important steps. You’ll have lots of leads, but probably not a big increase in sales. So … Continue reading Stop Wasting Leads!
How Email Marketing Changed My Life Not just ten years ago I was your typical run of the mill salesman, toiling away in the daily obscurity of cold calling and constant rejection. I was a hard worker, but you can only do so much when giving a list of companies and told to "call them … Continue reading Dispatches from a Modern Day Salesman