MEDDIC

AUGUST 10, 2023

Just as the Clinton campaign famously declared, “It’s the economy, stupid,” back in 1992, we find ourselves in an era where, in the realm of high-end SaaS and technology, “It’s The METRICS, stupid.” Someone who knows the terrain, understands the challenges and is committed to your success.

ROI 52

ROI Sales Methodology Campaigns Face-to-face 52

Alice Heiman

AUGUST 1, 2023

According to the insightful Larry Mandelberg, renowned author of “Businesses Don’t Fail, They Commit Suicide,” CEOs often become detached from the sales process and unknowingly hinder their team. His first book, Businesses Don’t Fail, They Commit Suicide is scheduled for release in early 2018.

Guidelines 62

Guidelines LinkedIn Enterprise Enterprise 62

SalesProInsider

MAY 26, 2022

We discussed our thoughts on what keeps the first type of traveler from engaging in these customs: Not wanting to feel uncomfortable or a belief that they will look stupid. These adjustments help them make quicker and more confident decisions to work with you or commit to an action that moves the opportunity forward.

Customer 62

Customer Travel Buyer Conversion 62

The Pipeline

SEPTEMBER 2, 2013

But day after day you see sellers come to play with either the wrong questions, dull questions or just plain stupid questions. But day after day you see sellers come to play with either the wrong questions, dull questions or just plain stupid questions. It is a no win situation for the buyer, and everyone knows it. Tibor Shanto.

Follow-up 282

Follow-up Up-Sell Pipeline Buyer 282

The Pipeline

OCTOBER 5, 2013

Gerber – Small Business Guru & Author of the Mega-Bestseller E-Myth Revisited. John Jantsch – Small Business Expert & Wall Street Journal Bestselling Author, Duct Tape Marketing, The Referral Engine & The Commitment Engine. With a penchant for investing in people rather than projects, W. Good luck and enjoy!

Small Business 240

Small Business Small Business Journal Engineering 240

The Pipeline

NOVEMBER 28, 2011

It’s About the Buyer, Stupid! The Pipeline Renbor Sales Solutions Inc.s Sales eXchange – 125. Stored in Attitude , Business Acumen , Compete , EDGE Sales Process , Interactive Selling , Proactive , Sales 2.0 , Sales eXchange , execution. Reminded me of the debate between Sales 2.0

Buyer 219

Buyer Pipeline Twitter Hiring 219

The Pipeline

MAY 11, 2012

The other is actually taking specific planned steps, rather than putting things off forcing people to multi-task, a really stupid concept. The other is actually taking specific planned steps, rather than putting things off forcing people to multi-task, a really stupid concept. Simple, but you need to do it, and bank the time you save.

Banking 300

Banking Proposal Research Quota 300

Understanding the Sales Force

APRIL 9, 2014

If you were a fly on the wall, you would have heard the prospect quickly become engaged and emotional, feeling tremendous urgency and commitment to make a change. If you were a fly on the wall, you would have heard the prospect quickly become engaged and emotional, feeling tremendous urgency and commitment to make a change.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

The Pipeline

SEPTEMBER 17, 2015

I remember one of the big disagreements my co-author and I had was over unnecessary, stupid, misleading and not factual statement on the cover: “There is a sliver bullet in Sales”, no there isn’t, and anyways, what hunting, werewolves or revenue? Add to the above the magic of technology, and you have “stupid” automated.

Margin 120

Margin Cold Calling Lead Rank Lead Scoring 120

Partners in Excellence

APRIL 9, 2020

In these difficult times, there is the very real need to reduce discretionary spending as much as possible. Every dollar we save in discretionary spending can be diverted to saving jobs. I’ve discovered a solution–a huge source of discretionary spending, that is virtually wasted. Divert that money into spending that has a higher impact.

Ideal Customer Profile 91

Ideal Customer Profile Analytics Segment Cancellation 91

The Sales Hunter

MARCH 19, 2014

Commit today to not make the above stupid mistakes when sending email. Chances are you’re making one of the following fatal mistakes. Using the first 15 words in the email to explain how great you are. Reason is simple. Putting a graphic of your company logo in your signature line. Your company logo isn’t that impressive!

Cold Calling 278

Cold Calling Selling Skills Follow-up Prospecting 278

No More Cold Calling

JANUARY 2, 2014

In fact, it’s just plain stupid. When you fully commit to referral selling, invest in a referral training program for your team, and eliminate unproductive prospecting techniques, your reps will get meetings with prospects who want to meet them, and they’ll convert those leads into new clients more than 50 percent of the time.

Referrals 240

Referrals Small Business Small Business Enterprise 240

Jeff Shore

NOVEMBER 27, 2018

Here’s a newsflash: your customer isn’t stupid and they are certainly anything but patient when it comes to stupid sales techniques. Alright, it’s time to rattle a few cages and ruffle a few feathers. I’m a student of the sale. I hope you can say the same thing. The techniques of decades past must be put on trial. Yesterday.

Commission 124

Commission Call-back Up-Sell Sales 124

The Pipeline

DECEMBER 1, 2014

Two that are common to many successful sales people are ego and confidence. The question and challenge is proportions and dominance, and as always, intent. Some sales people tend to confuse ego with confidence, and fall victim to this trait. Confidence is something you can build and more importantly share with others, bringing them into you process.

Intent 288

Intent Face-to-face ACT Compensation 288

Understanding the Sales Force

JULY 1, 2014

Instead of handling an objection, instead of saying OK, instead of following up, instead of explaining your position, instead of doing nearly anything else, I have asked salespeople to write down, commit to memory, practice and use this one question. Understanding the Sales Force by Dave Kurlan. I must be a moron. What is the magic question?

Decision Maker 228

Decision Maker Follow-up Positioning Up-Sell 228

No More Cold Calling

MAY 18, 2017

This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone. Want to land and expand? Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. Seriously?!

Gatekeeper 224

Gatekeeper Account Referrals Decision Maker 224

SalesProInsider

APRIL 28, 2023

The prospect just gave you an assignment with NO commitment to anything. What a waste of time if we aren’t in alignment with the prospect’s decision-making process and they aren’t making small commitments to decisions or actions along the way. Why Do Advisors Send Premature Proposals? Prospect: “Okay, sounds good. Advisor: “Yes!

Proposal 62

Proposal Promotion Prospecting Sales Qualified Lead 62

Partners in Excellence

APRIL 4, 2021

More Stupid Selling Tricks It's Really Not About The Buying Process Are You Committed To Upsetting The Status Quo? It’s natural for we “sales” types to think about this. Our companies can’t build products, offer services, invoice, or get revenue until we sell something. Selling is about us. Why Do We Sell?

Opportunity 84

Opportunity Relationals Revenue Customer 84

Sales and Marketing Management

JANUARY 29, 2018

By committing to networking in my chamber as a full-time objective, I was able over the next six months, to go from zero referrals to an average monthly pull of eight to 10 referrals and six to seven closed pieces of business – and it has only gone up from there. Commit more time to a few groups. That’s why referrals are so powerful.

Networking 201

Networking Pipeline Referrals Face-to-face 201

The Pipeline

DECEMBER 10, 2019

It’s About Technology Stupid. Given that we are about to enter a new decade, you get a rush of prophecies from the chattering class. As with anything in life, one’s view is shaped by their experience. In sales, this is further influenced by when you started selling. This is not one of those Boomer – Millie thing, that’s getting tired, no?

Sage 218

Sage Up-Sell Buyer Benefit 218

Partners in Excellence

DECEMBER 12, 2022

Whether one agrees with the purpose, values, culture that Elon is trying to establish for Twitter, one has to admire the commitment to them and how he lives and reinforces them everyday. There’s no “right” answer to this, it’s interesting to look at the different points of view. Our customers do the same things.

Twitter 62

Twitter Face-to-face Social Media Networking 62

Sales Hacker

APRIL 15, 2021

It’s not that you say stupid things. Two years ago my wife and I were winding through the mountains on a train back from Aguas Calientes, Peru. We had just seen Machu Picchu (a place which lives up to EVERY ounce of the hype. That place is stunning). One of my wife’s work colleagues challenged me to a game of chess. It makes them feel heard.

Sales Cycle 138

Sales Cycle Call-back Hiring Lead Rank 138

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. Forget what we want to call the approach. Just basic fundamentals like asking questions. This is known throughout the selling universe but sales people still suck at this. How come?".

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

Bernadette McClelland

JUNE 9, 2014

They have no idea that we stay silent in a conversation for fear of sounding stupid to them. when we don’t lead someone to the next step and ask for commitment of sorts. They have no idea that we stay silent in a conversation for fear of sounding stupid to them. So clearly we all need connection in our lives.

SME 322

SME Call-back Lead Rank Conversion 322

Bernadette McClelland

JUNE 9, 2014

They have no idea that we stay silent in a conversation for fear of sounding stupid to them. when we don’t lead someone to the next step and ask for commitment of sorts. They have no idea that we stay silent in a conversation for fear of sounding stupid to them. So clearly we all need connection in our lives.

SME 322

SME Call-back Lead Rank Conversion 322

Sales Gravy

DECEMBER 19, 2019

Chris and I talk about why it's stupid to avoid objections, how to reduce buyer resistance, how to manage your disruptive emotions in the face of objections, and techniques for skipping past objections. Micro Commitment and Next Step Objections Then there are a micro commitment and next step objections.

Objections 57

Objections Face-to-face Pipeline Prospecting 57

Sales Gravy

FEBRUARY 22, 2020

Chris and I talk about why it's stupid to avoid objections, how to reduce buyer resistance, how to manage your disruptive emotions in the face of objections, and techniques for skipping past objections. Micro Commitment and Next Step Objections Then there are a micro commitment and next step objections.

Objections 52

Objections Face-to-face Pipeline Prospecting 52

A Sales Guy

MARCH 14, 2017

In spite of all the new tools, new methodologies, insights, our selling, our commitment to the craft of selling is waning, and it’s time we get our s**t together and become the valuable purveyors of change our prospects expect from us. Rule 3: Stop sending stupid emails. Stupid emails are emails that do nothing for the recipient.

Account Based Marketing 101

Account Based Marketing Promotion CRM Up-Sell 101

Partners in Excellence

NOVEMBER 30, 2020

They create a vision, accompanied by a commitment and energy level that seems unbeatable. They are, virtually, invincible, which is what makes the super-heroes. But they aren’t always on. They knew they had to take breaks, recovering from whatever their last world saving battle was, strategizing and thinking about the next.

Energy 90

Energy Intent Exact Sales Leadership 90

Partners in Excellence

AUGUST 5, 2022

Not long ago, I was speaking to the CRO of a sales technology company. We had a passing acquaintance, I’d been a guest on a webcast a couple of years ago, we had a few conversations and emails since then. I was, relatively, a fan of the tools they provide. I reached out to this individual, saying, “Can we have a heart to heart… ?”

Ideal Customer Profile 62

Ideal Customer Profile Relationals Conversion Marketing 62

The Sales Hunter

APRIL 6, 2018

Long flights are a time for me to skip the movies and stupid games and do some deep thinking. I’m committing myself to create that block of time when I can disconnect and truly think. You’re thinking I’m about to tell you what I experienced on a flight. Well, you’re half right. How about one year?

Airlines 105

Airlines Coaching Motivation Strategy 105

Zoominfo

NOVEMBER 12, 2018

With some serious thought about what kind of stories your brand can tell and a commitment to honesty, you have what you need to begin making an engaging podcast, no matter what industry you’re in.”. The success of podcasting is due, in part, to the convenience and pervasiveness of the modern smartphone. Lex Friedman, CRO of Midroll.

Scale 223

Scale Film Hiring Face-to-face 223

Increase Sales

JUNE 6, 2014

Personal value commitment. To ignore this crucial competitive advantage of talent management is beyond stupid and yes I said stupid! The answer is simple human capital, people are not valued at the level they should be. As to talent management, many organizations do not recognize that to be a key competitive advantage.

Hiring 128

Hiring Small Business Small Business Energy 128

Grant Cardone

SEPTEMBER 12, 2019

Grant : I think conservative, polite, manners, proper…all the things that I’m basically NOT—that’s not to say that I don’t have manners but the social norms like fitting into something is something my whole life I’ve struggled with. England is like manners on steroids, being proper on steroids, right? A little, small town.

Scale 91

Scale Transportation Energy Facebook 91

Zoominfo

OCTOBER 5, 2021

With some serious thought about what kind of stories your brand can tell and a commitment to honesty, you have what you need to begin making an engaging podcast, no matter what industry you’re in.” The success of podcasting is due, in part, to the convenience and pervasiveness of the modern smartphone. And now the numbers prove it.

Film 100

Film Face-to-face Social Media Banking 100

The Sales Hunter

SEPTEMBER 28, 2012

Take a look at the process you’re using for prospecting or any other phase of your selling process and ask yourself how committed you are to using it diligently. Throwing a sales process out and changing directions in less time than it takes to move a customer through the process is stupid. ” Sales Motivation Blog.

Sales Process 176

Sales Process Maximizer Follow-up Motivation 176

No More Cold Calling

APRIL 20, 2017

Now that I think back, I must have sounded really stupid. In the end, committing to a referral system as our primary outbound prospecting strategy met the same reluctance as cold calling. Here’s how to cure your prospecting problem. Surprised? What’s to fear about prospecting? After all, I only talk to people who want to talk to me.

Cold Calling 249

Cold Calling Referrals Sales Qualified Lead Promotion 249