The Sales Heretic
MAY 19, 2015
© Andresr | Dreamstime.com – Successful Business Presentation Photo In my last post, I cautioned you against using six terrible ways to open a presentation. Many of you kindly messaged me through various media and asked, “Okay Mr. Smarty-pants, big-shot, sales expert—how should we open our presentations?” A fair question if ever there was one. [.].
No More Cold Calling
MAY 19, 2015
Your birthday, favorite sports team, or hometown could help you seal the deal. My birthday is January 19. When is yours? There’s always a feeling of amazement and connection when we learn someone else has the same birthday. This automatically opens up conversations about where we were born, what years we were born (not telling mine), and how we got from our birthplaces to where we are now.
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Pointclear
MAY 19, 2015
Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead. I grew up during a time when it seemed like a lot of things were dead: Paul was dead. (The rumor in 1969 was that if you played “Revolution 9” from the White album backwards, you heard the band in an apparent reference to Paul say, “turn me on, dead man.
The Sales Hunter
MAY 19, 2015
Being able to close a sale faster is worth everything. Not only does it get you more sales, but it also frees up your time to go get the next sale. Below are 5 secrets you can use to close sales faster: Limit availability of your time and what you sell. Creating a sense […].
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MTD Sales Training
MAY 19, 2015
This is a guest blog written by Stephanie Earle from Simply Sales Jobs. Job interviews are often a nerve-wracking prospect, especially if it’s a job you’d really love! Don’t be daunted by the prospect, as a salesperson you’re in the perfect position to smash it – just treat your interview as a sales pitch. 1. Do Your Research . You wouldn’t make a sales call without doing a bit of digging about the company, and a job interview is no different.
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Increase Sales
MAY 19, 2015
Are you a consultative salesperson? Maybe you are a SPIN or Sandler spelling person? Sales training today covers a plethora of sales styles or models. Yet many of these forget this one essential element – authenticity in sales. Credit www.gratisography.com. I know this to be true when speaking to my clients and sales leads who tell me they can tell what type of sales training the salespeople have experienced by the questions they ask.
Fill the Funnel
MAY 19, 2015
Beware the rise of the instant expert, typically self-proclaimed. It used to be that when we listened to someone with a microphone and a video camera, we trusted what they were saying. We believed in their research, their integrity and their reputation. We were disappointed some times, but it was a rare exception. When we read something that was published in a book we attributed expertise and some deeper level of understanding on the topic.
Partners in Excellence
MAY 19, 2015
Actually, the title of this post should be: You Can’t Have Pipeline Integrity Without Deal Integrity; You Can’t Have Deal Integrity Without A Sales Process People Use! But it was too long. This is one of those “hip bone is connected to the thigh bone, the thigh bone is connected to …… ” posts. Sales managers seem to be obsessed with pipeline reviews.
Engage Selling
MAY 19, 2015
You offer a great service and haven’t received any complaints. Yet, you still feel a void between yourself and your client. Emails and calls are short and to the point, and you may even feel anxious about your client ending the business relationship unexpectedly. You never really know where you stand with your client, professionally […].
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Sales Evangelist
MAY 19, 2015
Today, let’s bring back the most important thing we all need to do in sales – the basics. First on the list is having a sales meeting agenda. You will be talking with decision-makers and for these people, time is gold (as much as yours is). So by having a clear agenda, not only will […] The post TSE 140: How I Use An Agenda When Meeting With Clients & Prospects appeared first on The Sales Evangelist.
Hyper-Connected Selling
MAY 19, 2015
“Are different demographic groups better (or worse) than others at networking?” That was a question that was lobbed at me after a recent keynote on networking. OK, the actual question was, “Don’t Millennials and other young professionals have an advantage in networking these days because they are so used to technology?” The person who asked it really wanted to validate her fears and concerns that because she wasn’t young, and wasn’t comfortable with te
The ROI Guy
MAY 19, 2015
Last week we had the pleasure of attending our 10 th SiriusDecisions Summit in Nashville, a gathering of over 2,300 sales and marketing professionals. There was plenty of content, conversations and cowboy hats. And plenty of controversy too, with SiriusDecisions taking on three big industry myths, with important new research findings: #1 - Death of a Salesman?
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