Sales Hacker

APRIL 18, 2022

This is still an article about sales. But just because it’s about sales, doesn’t mean the dragons are not real. I’m talking, of course, about sales myths – giant, all-consuming ideas that seem to loom over the sales mindscape and impact our every action. What does that have to do with us sales professionals?

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Close.io

SEPTEMBER 11, 2019

Sales managers often expect their reps to have the charisma of Don Draper. It’s true: The sales profession is often associated with folks that have those qualities—in other words, the qualities of an extrovert. Let us assure you that “ introverts can’t sell ” is a big lie that needs to be shattered. Let’s get started!

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How To Journal Motivation Up-Sell 72

Pipeliner

JUNE 2, 2018

Personality Types in Sales. How they affect the way someone (inter-)acts in a sales process. As I mentioned in my last two articles, sales has many different shades and facets. That done, your individual sales toolbox or “sales golf bag” (as I wrote in my last article) will be best equipped and ready for any possible situation.

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Salesmate

JULY 16, 2021

There is plethora of sales myths circulating in the industry, making it difficult for salespeople to map out the perfect sales strategy. Therefore, I am here for busting the myths on sales, so every salesperson can sell with confidence! If you’re new to selling, these sales myth may lead you to a tough path.

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The Science and Art of Selling

MARCH 5, 2014

When you think about introverts, most people don’t think of them as good salespeople, let alone great salespeople. The truth is they have many qualities that help them do better in sales than other personality types. Recently I was interviewed by RainToday.com about why introverts are great salespeople.

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Hubspot Sales

NOVEMBER 30, 2020

If you’re an introvert , you may feel like if you could force yourself to be more extroverted, sales and marketing would be a breeze. Not to worry, being more introverted doesn’t mean you’re doomed to having low client conversion rates. Sales were about "closing deals.". Is this good enough?".

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The Science and Art of Selling

JULY 15, 2013

When you think of salespeople, the “used car salesman” persona is likely the first thing that crosses your mind. Sales occupations are, on the surface, far more suited to extroverts. Greet everyone you encounter, even if it’s just with a simple “hello.” ” Make eye contact, smile, and speak.

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The Science and Art of Selling

SEPTEMBER 2, 2015

“I need to see you trying harder to close sales. Myth #15: Introverts are terrible at sales. Truth: Introverts excel at sales. Both extroverts and introverts can be stellar salespeople. For better or for worse, the classic used car salesman is the epitome of the extroverted sales technique.

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The Science and Art of Selling

DECEMBER 9, 2013

Few weeks ago I was interviewed by the GiveGetWin Charity and I provided a sales training session with all the proceeds going to charity. Here is a transcript of my interview: The New Rules For Sales — When Features and Benefits Don’t Get It Done . Sales wisdom from Alen Mayer, as told to Chiara Cokieng.

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The Science and Art of Selling

MAY 24, 2013

If you are an introvert in sales, you may be interested in attending our webinar, “Cold Calling for Introverts.” -. For some people, “introverted salesperson” sounds like an oxymoron, but times have changed. More than ever, employers see introverts sell better than some of their extroverted counterparts.

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Cold Calling Webinar Metrics Face-to-face Call-back 65

The Science and Art of Selling

MARCH 14, 2013

Are you a sales introvert or a sales extrovert? In your sales role, which activities do you prefer? There is the distinction of these preferences and one is not necessarily better than the other. About Sales Introverts. Introverts are always prepared and an expert in their product or service.

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ACT Cold Calling Webinar Metrics Maximizer 57

The Science and Art of Selling

SEPTEMBER 25, 2013

All too often, sales managers and salespeople pass off hype as enthusiasm, whether consciously or not. The problem with hype and imagination during the sales of product is that both always exceed whatever features/benefits said product might convey in reality. Nine times out of ten, this is a recipe for an unhappy customer.

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Hubspot Sales

MARCH 4, 2019

Representations of salespeople in popular culture (and frankly, the personality profile we've been taught to associate with a "typical " salesperson) haven't always fit this mold. The best salespeople have always been subject matter experts, put the customer first, and led with their authentic selves. I think of a star salesperson.

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Pipeliner

DECEMBER 31, 2017

Only a little more than half of account based sales reps made quota in 2016, according to CSO Insights. Based on what I’ve heard from sales leaders, 2017 wasn’t much better. There are many possible reasons that account based sales reps miss quota. Perhaps they: Depended on marketing to send them qualified sales leads.

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The Science and Art of Selling

JULY 4, 2013

If you are an introvert in sales, you may be interested in attending our webinar, “Cold Calling for Introverts.” -. For some people, “introverted salesperson” sounds like an oxymoron, but times have changed. More than ever, employers see introverts sell better than some of their extroverted counterparts.

Cold Calling 49

Cold Calling Webinar Metrics Face-to-face Call-back 49

Salesmate

JULY 16, 2021

There is plethora of sales myths circulating in the industry, making it difficult for salespeople to map out the perfect sales strategy. Therefore, I am here for busting the myths on sales, so every salesperson can sell with confidence! If you’re new to selling, these sales myth may lead you to a tough path.

Hiring 52

Hiring Cold Calling Lead Rank Lead Scoring 52

The Science and Art of Selling

MAY 5, 2014

An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Happily, there are some simple cold calling techniques you as an introvert can use to become much more comfortable, move past your fear and enjoy the positive results you want. An introvert is always well prepared.

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Cold Calling Face-to-face Lead Generation eBook 57

The Science and Art of Selling

MAY 21, 2013

If you’re just getting started in the sales process, or if you’re updating your sales procedures in the hopes of getting better results, chances are your cold calling scripts will be getting at least some of the attention. It either is or isn’t. Don’t. Then write about those.

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Cold Calling Call-back Lead Generation Education 83

Hubspot Sales

MARCH 8, 2018

You’re in a sales demo, the company CEO just cycled in (17 minutes late), apologizes for being “slammed,” and immediately jumps into aggressive questioning. These are extreme examples, but most salespeople have faced something similar when trying to hit quota. Understand your buyer better. I’ve got a few ideas.

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The Science and Art of Selling

MARCH 11, 2013

An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Happily, there are some simple cold calling techniques you as an introvert can use to become much more comfortable, move past your fear and enjoy the positive results you want. An introvert is always well prepared.

Cold Calling 62

Cold Calling Face-to-face Webinar Metrics Maximizer 62

The Science and Art of Selling

APRIL 21, 2015

An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Happily, there are some simple cold calling techniques you as an introvert can use to become much more comfortable, move past your fear and enjoy the positive results you want. An introvert is always well prepared.

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Cold Calling Face-to-face Webinar Metrics Lead Generation 40

Nutshell

JULY 10, 2020

Nutshell’s BOUNDLESS 2020 event was full of insights from big names in sales, marketing, and customer success. This writeup is based on a webinar interview of Christine Volden, a leading sales and CRM evangelist and the founder of SoulfulSelling.com. Christine has developed a sales technique she calls The Quiet Selling Method.

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Hyper-Connected Selling

MARCH 3, 2016

Dan Pink does a great job of unpacking the negative stereotypes that have been built around the idea of “sales”, and why they might not be that relevant anymore. At the same time he points out something that I started realizing when I started as a salesperson as a 20-year-old kid: We’re all in sales.

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Sales Evangelist

JANUARY 14, 2020

This time around, the sales spotlight is on Benjamin Franklin. Sales Spotlight - Benjamin Franklin One of the founding fathers of the United States, Benjamin Franklin grew up in Boston, Massachusetts. Problem-Solving skills as a sales rep There are times when buyers don’t even recognize they have a problem.

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Marc Wayshak

MARCH 12, 2021

If you’re not a naturally “ outgoing ” person, it can be easy to feel like a fish out of water in sales. Being an introvert can actually be a huge advantage to selling…. Don’t worry— many top performers in sales are introverts at heart. Know that extroverts have a massive weakness. But guess what? Check it out: 1.

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OnePageCRM

FEBRUARY 6, 2017

That’s the cost of a sales rep mis-hire, according to research by Dr. Brad Smart of Topgrading Inc., a firm that helps companies assess sales candidates. But how do you identify a great sales hire? Not all sales people come from the same aggressive ABC (Always Be Closing) mold. Teams that use coaching see 161% more sales.

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Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

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Top of Funnel Lead Rank Hiring Handbook 141

OnePageCRM

MAY 25, 2017

The ultimate guide to planning, conducting and tracking your outbound sales calls. Prospecting is the most difficult part of the sales process for salespeople. The key to outbound sales is smart calling. However, it can also be the fastest way to build yourself a sales pipeline. Sales calls work.

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Pipeliner

MAY 26, 2018

The Scorecard of Closing: Improve Your Sales Tools. The last article I wrote is called The Different Shades of Sales , and it’s a fact that sales have many different aspects and facets. Working in sales requires a person in their entirety, on both a personal and professional level. You are ready. Be Prepared.

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Salesmate

OCTOBER 26, 2021

And the sales world is no different. In sales, hunters work on capturing new leads, while farmers farm the existing clientele for incremental sales. However, there are a few sales roles that have both responsibilities. Who are hunters in sales? Who are farmers in sales? To hunters, numbers are everything.

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Sales Hacker

JUNE 30, 2020

This week on the Sales Hacker podcast, we’re incredibly excited to have Andrew Sykes. Subscribe to the Sales Hacker Podcast. Sam Jacobs: Hey everybody, welcome to the Sales Hacker Podcast. Sales teams have had to quickly adapt to a new normal. For better or worse LinkedIn has the product that you need.

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How To Call-back Meeting Conversion 77

Adaptive Business Services

AUGUST 23, 2017

Access our personality data – See millions of profiles to learn about new contacts and make better first impressions.The DISC assessment uses four primary personality types to determine behavior: Dominant , Influential , Steady , and Calculating. Gong.io – Value for the E ntire Sales Team, from the VP to the AE.

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Hubspot Sales

DECEMBER 27, 2023

Pipeline management training can increase your sales manager’s effectiveness. It can also provide the necessary structure and knowledge to help sales teams improve their account management processes. Better sales management coupled with robust account-led processes puts your company on track to meet and even exceed revenue goals.

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The Sales Hunter

JANUARY 13, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 3 Ways to Become More Passionate About Sales. Who is going to have the most sales motivation? FREE Resources. Negotiation.

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