The Sales Heretic
MAY 26, 2015
© Alexskopje | Dreamstime.com I am not a motivational speaker. While I am occasionally described as one—and I do speak at conferences, annual meetings and other events—the fact is that I’m not. For the simple reason that I can’t “motivate” anyone. And neither can you. Whether you’re talking about a prospect, a member of your sales team, a [.].
No More Cold Calling
MAY 26, 2015
Has customized communication gone too far? Personalization is the key to delivering a great customer experience. Sales and marketing professionals know this, and it’s exactly what we strive to deliver for our customers—tailored, relevant content they want to see. But consider the flip-side: As consumers, we’re only getting customized, relevant content—from news organizations, social media, and brand marketers alike.
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The Sales Hunter
MAY 26, 2015
I get asked all the time if voicemail works for prospecting, and if it does, then how can it be done? I strongly believe in voicemail as a prospecting tool. Let’s not kid ourselves — the vast majority of people allow any phone call they receive to roll over to voicemail unless they recognize […].
Understanding the Sales Force
MAY 26, 2015
I don't know too many people who saw the award-winning movie Whiplash. This past winter, Tom Schaff, an OMG Partner in St. Louis, recommended it and he thought that I would love it. As luck would have it, we were living in an igloo this past February, when temperatures never rose above freezing (for 6 weeks), we had nearly 10 feet of snow on the ground and our home was encased in ice.
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Increase Sales
MAY 26, 2015
Marketing can become quite routine, almost boring especially for small business owners. Each day turns into another one where you may write a perfunctory blog; send out some social media updates; go to a business to business networking event to uncover some more sales leads; make those necessary phone calls; or meet with a new ideal customer. Soon you feel you are tired and marketing becomes difficult.
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A Sales Guy
MAY 26, 2015
The best sales people have an unbelievable ability to climb into the skin of others. They have an uncanny ability to feel what others are feeling. The can sense and feel what someone is experiencing when they’re happy, sad, angry, scared, frustrated, etc. The best salespeople know when others are feeling apprehensive and how it’s affecting them.
Partners in Excellence
MAY 26, 2015
x. Connect via LinkedIn. Subject. Message. Connect. There are some interesting discussions about the amount of research required to prospect and engage customers. Inevitably, the search is for the right answer—or probably realistically, it’s “give me the answer I want to hear.” The answer we want to hear is, “What’s the minimal amount of work I need to do to be able to contact and engage a customer?
Engage Selling
MAY 26, 2015
Your mindset is typically one of two things. It can either be one of your greatest tools or one of your worst obstacles. The good news is you get to choose which side of the spectrum your mindset sits. If there’s one quality every successful salesperson can share, it’s their overall mindset for success. I […].
Hyper-Connected Selling
MAY 26, 2015
What kind of networker are you? In my experience, people fall into one of two categories. It’s an incredibly important distinction. The professionals in the first category put in an enormous amount of effort and still fail miserably at building their network. Those in the second find their careers blossoming because of their business relationships.
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BrainShark
MAY 26, 2015
For years now, inbo
The Brooks Group
MAY 26, 2015
The single biggest challenge in hiring salespeople is one that is both logical and emotional in nature. The logical part of the challenge is that having someone in place is better than having no one at all. This is a false position to take, however, when you take a look at what a bad sales hire can cost you: Wasted leads and lost opportunities. Customer and prospect alienation.
SalesLoft
MAY 26, 2015
As the gospel of sales development spreads, chances are you get inundated with content every single day. From social media, to your inbox, to lunchtime conversations — you could buy a Porsche with everyone’s two cents. So what takeaways should you pocket in order to amplify your sales development this quarter? Salesloft churns out blog posts daily, so here are some of the gems that we consider to be the most valuable to your business : 1.
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