The Shameless Sales Blog

A Right Time to Sell and a Wrong Time to Sell

The Shameless Sales Blog

There's a right time to sell. And there's a wrong time to sell. The right time to sell is when you have earned the right to sell. Sounds simple enough. But lots of people screw this up. You don't earn the right to sell just because the customer has asked you for information, for a pitch, or a demonstration. You earn the right to sell when you uncover the driving reason behind the sale. You need to know the reason WHY people want to buy what they want to buy.

Is Money the Root of All Evil?

The Shameless Sales Blog

I'm sure you've heard this… Money is the Root of all Evil. Do you believe this? Last night this came up over dinner with my daughter. She said that life sure would be easier if there weren't money. Boy that perked me up outta my seat! When such cultural viruses invade my space, I stand right up and go after em! So I began to explain to her… I told her that there is nothing bad about money. Money is neutral. Money is simply a means of exchanging value between people.

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Getting the Secret Truth on Every Deal

The Shameless Sales Blog

Woody Allen once said… 90% of life is just showing up. That might be true for him. But it aint true in sales. Just showing up isn't enough. You gotta get in the game. And you gotta ask. Because if you never ask, then no one will ever say yes. But in selling, we always have competition. And usually lots of it. In every deal, there are lots of losers who just "showed up", and only one winner. The secret to winning 90% of your deals is knowing the secret truth about every deal.

Be Proud of Being a Salesman!

The Shameless Sales Blog

Here's my Sales Thought for the Week…. Be proud of being a salesman! Be proud, because all business activity starts with the sale. Sales IS business. The people who create the products you sell NEED you to get their products to the customer. Without you, there would be no business. Sell with Pride, -Shameless Shamus Brown. Sales Tips business to business selling sales power salesman successful sales people

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

The Wrong Way to Ask Sales Questions

The Shameless Sales Blog

Questions asked the right way, lead you closer to the sale. Questions asked the right way, uncover opportunity. Questions asked the right way, create a bond between you and the prospect based on a belief that you can help you them. Ask questions the wrong way, and you will accomplish none of this. What's the wrong way to ask questions?

How I Focus and Keep Distraction at Bay

The Shameless Sales Blog

Here's my Sales Thought for the Week…. You get what you focus on. Every day I make a short focus and action list. I mark only 1-3 items as must-do actions to focus on. The rest are nice to do (and I sometimes get to them as "break-time" from my must-do work). Otherwise I put those off to another day… By focusing on the must-do actions, and keeping those limited to 1-3, I get a LOT of things that I WANT to do, done. This is how you make the reality you desire, one-day at time.

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How to Get More Done Faster, Right Now

The Shameless Sales Blog

How do you get more done faster? Or asked another way, how do you get more done in less time? Simple answer: Get busier. People who do more, get more done. "Uhh, "Uhh, yeah no shit, Shamus." " Seriously though… There's a saying that goes "If you want to something to get done, give it to a busy person." " In the past 10 years I've learned how to do more "new things" than I did probably in the previous 20 years of my life.

Now's The Time to Get Major Momentum…

The Shameless Sales Blog

Here's my Sales Thought for the Week…. Whether you make New Year's Resolutions or not (I Don't), January is a great time to set Motivating and Big Goals for yourself. For most of us the calendar is free from distractions for the next 5-6 months, plenty of time to get some major momentum, and big progress in life and business. Sell with Pride, -Shameless Shamus Brown. Sales Tips sales goals sales motivation sales thought

No More Getting Your Ass Kicked in Sales

The Shameless Sales Blog

About a year ago I took a training on how to kill people. Now it might be easier to call this a self-defense course, a practical martial arts program, or a combat training system. But the simple fact is, this was a training on how to kill an attacker, when the chips are down, it's him or me, and there is no other option.

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

How to Find the "Sales Magic" – Again

The Shameless Sales Blog

As I write this on Wednesday, December 28th, there are just 4 days left on the calendar of 2011, and only 3 business days left in the year. Where did 2011 go? Before I went to bed last night, I was thinking, how it's already been a few days since I last wrote you. And then this morning as I looked at the date of my last email, I realized that it was 2 weeks ago. Aaackkk! Where did the time go?

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Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development

Reimagining Events in a Hybrid World

SBI Growth

A hot topic on the minds of executives, validated by SBI’s Growth Advisory Board Program, is what the future of the workplace looks like and how to create an impactful EX and CX in a hybrid environment. Executives are looking.

Get Busy Growing or Get Busy Dying: How to Evaluate Growth Levers for 2022

SBI Growth

Is your company enjoying the economic boom the economy is experiencing? 2021 has been a good year for the market with major stock markets up 15-18% year-to-date. This momentum has resulted in companies making bold moves to capture the opportunity.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Building Value during the Price Objection

Mr. Inside Sales

How many times have you been told to build value when you get the price objection? Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Want a better way?

Sales Management Training: Coach Your People, They Want It!

Anthony Cole Training

Are you, as a sales leader, spending at least 50% of your time coaching your salespeople, helping them to develop their skills and become more productive? It’s time to inspect your own behaviors as a coach and mentor. How do you measure up?

Best Sales Prospecting Power Tips

Score More Sales

In a recent post , I shared the calling strategy from Ryan Reisert that proves how your math of sales has been lying to you. If you are a sales leader that says more calls equal more meetings, that is not true. Ryan proves that time and time again. Sales Tips profession of sales

5 Closing Questions You Need

Mr. Inside Sales

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Your next blog will arrive on Tuesday, August 17 th. Ever feel stalled during a close?

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

How to be Successful in Sales in 2021

Anthony Cole Training

Here at Anthony Cole Training Group, we are always striving towards helping our clients achieve sales success. We interviewed our Sales Development Experts for a curated list of how to be successful in sales for 2021. Their advice includes successful sales traits, habits, and characteristics.

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Ghosted? Here’s what to do…

Mr. Inside Sales

Ghosted—just the sound of this is chilling. But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. What to do?

Why Your CRM System Is Essential for Lead Management

Sales and Marketing Management

You've got a CRM system in place. So why are so many qualified leads not followed up? It's time to rethink the role of your CRM. The post Why Your CRM System Is Essential for Lead Management appeared first on Sales & Marketing Management. News Featured

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5 Ways Sales Leaders Create a Winning Culture

SBI Growth

In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensation than your competitors. The higher sales cost would be greatly outweighed by the revenue that high-performing sales professionals would drive.

How to Increase ABM Performance with Empathy

Speaker: Brian Carroll, CEO & Founder of markempa

The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.

How to Prospect for Sales

Anthony Cole Training

Some major shifts have occurred in the way that you should be prospecting for sales opportunities. But has your prospecting plan changed with it? how to prospect how to prospect for sales prospecting plan

Three Scripts to Handle: Email Me Something….

Mr. Inside Sales

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Believe it or not, over 90% of sales reps do just that. But top producers are prepared for this common stall/blow off, and they know how to qualify past it.

Why Companies Struggle with Hiring Quality Salespeople

Anthony Cole Training

Finding and putting the best people in the right seats is the biggest problem identified by most business owners, especially as it applies to critical sales roles. Here are the 5 most common reasons most companies struggle with hiring quality salespeople.

Coaching Sales Behaviors

Anthony Cole Training

Coaching has become the single most important competency for sales managers to learn and optimally, they should spend 50% of their time coaching their salespeople. It is also the single most difficult sales management competency to learn and master.

5 Conversion Rate Optimization Mistakes to Avoid and How to Fix Them to Get More Leads

Speaker: Jen Dewar, CEO of Jalydew

Brand awareness and website traffic are great, but bottom line: you need your marketing programs to generate sales leads, and you need those leads to turn into new customers. There are many things you can do to increase leads and customers without increasing your marketing spend. Join Jen Dewar, CEO and Principal Consultant at Jalydew October 20th, 2021 at 11:00 am PDT for an insightful look into how to optimize your conversion rates.

Spectacular Summer Sale!

Mr. Inside Sales

Summer kind of slow? Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. They’re using the summer to learn better ways of responding to the objections that hurt them in the first part of the year.

Five Scripts You Need to Know by Heart

Mr. Inside Sales

In my book, Power Phone Scripts , I talk about the secret of sales. Yes, there is an actual secret to successful sales, and by following it you not only will overcome failure and frustration, but you’ll make more money, so much more easily, that sales will actually become fun. Think of that.

Your Cold Calling Math of Sales is Lying

Score More Sales

That’s right – you are probably going about phone prospecting wrong, and blaming your low success on an “ancient” and “out of date” prospecting strategy of cold calling.

How Leading Finance Executives Drive Transformative Growth

SBI Growth

SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following.

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Best Practices for Engaging Your Go-To-Market Sales Teams

Speaker: Ruth Stevens, President of eMarketing Strategy

Join Ruth Stevens, President of eMarketing Strategy, for her webinar all about the key strategies for post-lead marketing, from reaching the entire buying group, and delivering a steady stream of personalized content and messaging to help them make a purchase decision, keep buying from you, buy more, and provide you with glowing recommendations and referrals.

How to Pitch Multiple Products

Mr. Inside Sales

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Result? Stalled sale. Let me think about these and get back with you.”.

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12 Tips for Selling to the C-Suite

Zoominfo

We all know the residents of the C-suite hold the real power in their organizations. They’re the key decision-makers when it comes to making major investments in their businesses. That’s why every salesperson’s goal is to make their pitch directly to a senior executive — ideally, sooner than later.

Cold Calling Strategies with a Warm Approach

Anthony Cole Training

The best cold calling strategies involve doing the work necessary to warm your cold calls up. In this blog, we discuss the top 5 cold calling sales tips that you can implement into your sales process today. Cold Calling sales tips cold calling strategies cold calling sales tips

How to Empower Your Sales Team to Have Meaningful Conversations

SBI Growth

It is the middle of 2021. Half of the year is in the rear-view mirror, and COVID is still looming. Your numbers are not where you want them to be, sales productivity is decreasing, your sales team is asking for.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.