The Shameless Sales Blog

How Romney Outsold Obama in Last Week's Debate

The Shameless Sales Blog

Did Romney "win" the debate last week? Or did Obama "lose" it? There's been a lot of discussion this past week in the news on this. I read and watch a lot of politics. Much of it is noise, but I like watching the political season, because it is the highest stakes persuasion game there is. And reading last night, I came across this interview by Greg Sargent of the Washington Post with the pollster Stan Greenberg, who says he knows why Romney won the debate.

This is What a Losing Salesman Looks Like

The Shameless Sales Blog

(Warning – I'm going to lose a few readers over this post…). A salesman losing a deal is kinda like an animal caught by a steel jawed trap crushing its leg. It screams in pain. It kicks to get free. And in some cases it will even chew it's leg off to get away. A salesman losing a deal is a depressing sight. And when you know what to look for, it's easy to spot while it's happening. Right now you can watch a salesman losing the 2nd biggest sale of his life.

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.

Sales Lessons from the 1st Presidential Debate of 2012

The Shameless Sales Blog

Boy Did I Screw Up on Last Night's Debate! I thought I knew everything. Figured I'm the persuasion-meister, such a master at influence, that I would be GREAT at analyzing and calling the Presidential Debates last night. I decided kinda last minute to live post my thoughts to my Facebook page , as the debate between President Obama and Governor Romney was happening. It was a fun experience – if you weren't there with me on my Facebook page , you missed out.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

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?

Selling Simplified

The Shameless Sales Blog

Every sale happens in an instant. Yes, I know it may seem like it takes you hours, days, weeks, even months in some cases to make a sale. But the sale itself, the buying decision that is, happens in an instant. Do you know when that moment is? It's the moment when your prospect recognizes that you can solve his problem and that he has a problem serious enough to warrant solving right now. Both conditions are necessary to make the sale. All selling boils down to this.

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.

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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The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

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

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.

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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19 Ways to Follow Up Without Being a Pest

The Sales Heretic

You already know that effective follow up is crucial to closing sales. But how can you follow up with prospects without annoying them to the point where they scream, “Leave me alone!” The key is to deliver value in your follow up efforts.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Google thyself!

Sales 2.0

When you send a prospect an email or leave them a voicemail what do many of them do? They Google you (as well as your company.). As you know, buyers are seriously concerned about burning their time these days.

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Best Sample Cold Calling Sales Pitch scripts Tips Techniques Examples

Inside Sales Training

Best Openings for Your Closing & Presentation Calls. By Mike Brooks, [link]. Discover effective openings and sample outbound cold calling phone telemarketing sales pitch scripts including the best tips, techniques and examples ever written for closing calls.

Why These Noticeable Details Will Lead You To Greater Success

Bernadette McClelland

We’ve more than likely had people in our lives offer us advice or have given feedback that sticks in our mind. Possibly because it was repeated enough times that we had no choice but to remember it, or probably because there was an element of truth behind the message.

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How A Seagull Changed My Career and Taught Me Twelve Home Truths

Bernadette McClelland

The year was 1986. I had not long gone through a divorce that was quite harrowing and confusing.

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Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

The Real Competition

Bernadette McClelland

We think it’s the company that sells the same as us, Or the paperwork we have to do, Or the meetings we have to run, Or the slackness of our admin team, Or the lack of urgency of our buyers. The real competition is ‘no change’.

How To Answer The Only Question That Counts

The Pipeline

By Tibor Shanto. Last week in this blog I made the argument that sellers have to answer one question above all, the one all buyers other than owners and Board Chairmans or Persons to be somewhat PC, the question: “ If I go ahead with this, will I get fired?

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What Do You Mean No?

The Pipeline

By Tibor Shanto. For such a small word, ‘NO’ seem to cause a lot of havoc. Tidal waves of fear leading salespeople to imagine they will spiral endlessly to failure just at the sound of NO.

Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling

Understanding the Sales Force

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Dust off some CRM records

Sales 2.0

This is a series of posts aimed at helping you survive in a new sales territory. Maybe you get a new sales job or took over a new “greenfield” opportunity in your existing position. Either way you’ve got a big challenge ahead.

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What Do They Need YOU For?

The Sales Heretic

Sales has changed. These days, buyers can get virtually anything they want online. And not just consumers, but business, government, and educational buyers as well. Which brings up an important question: What do buyers need you for?

The Product Leader’s Secret Weapon: The Win-Loss Call

Sales Benchmark Index

Jeff Bezos is famous for his “customers come first” philosophy. In a world where choices are ample, and the customer rules, Bezos has done amazingly well putting the customer first. He has developed a systematic way to understand and anticipate.

Cold Calling Techniques: Overcoming & Handling Common Sales Objections

Inside Sales Training

Overcoming Objections: “We are already working with someone.”. By Mike Brooks, [link]. Learn cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for “not interested.”

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

Prospecting goggles

Sales 2.0

Don’t sell to anybody. OK, I mean don’t sell to just anybody. You really should be careful who you invite to give you their money. The problem is every deal seems great until you actually “get married” to your prospect and they become your client.

3 Ways Sales Can Help the Marketing Team (and Help Themselves)

DiscoverOrg Sales

Let’s agree that the goal of your marketing team should be to help your sales team. Sound good? Awesome. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales?

How to Take Over a New Sales Territory

Sales Benchmark Index

Article Sales Strategy consultative farmer hunter roles sales sales reps SalesForce territory

A map that might save your sales job

Sales 2.0

Congrats you have a brand-new “greenfield” sales territory! Unlimited opportunity, untouched accounts, no other reps vying for your business. Not to mention our products are the most awesome thing ever invented. Boy, you are going to coin it in! Let me translate.

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.

Establishing a Competitive Advantage through Brand

Sales Benchmark Index

Consistently outperforming the competition is a real feat. In this episode, Stephanie Ciccarelli, Co-Founder and Chief Brand Officer for Voices.com, shares how she used the power of re-branding to do just that. In the interview with Matt Sharrers, CEO of SBI, Stephanie demonstrates.

Twelve Ways to Screw Up a Handshake

The Sales Heretic

Shaking hands is such a sales basic that it’s amazing how often people get it wrong. And a bad handshake doesn’t just start a relationship off on the wrong foot (so to speak)—it can haunt you forever. Because people remember bad handshakes. A poor handshake can even cost you the sale.

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‘Let’s talk about CEX, baby’

Bernadette McClelland

(Punch it, Hurb Yo, I don’t think we should talk about this. Come on, why not? People might misunderstand what we’re tryin’ to say, you know? No, but that’s a part of life). So ,just like the lyrics from hip-hop group Salt-n-Pepa, what are people misunderstanding?

Your Data and Governance Processes Are Slow and Inefficient, What Now?

Sales Benchmark Index

As a chief executive, you need access to real-time, credible, actionable intelligence. Unfortunately for many organizations, data is spread across siloed legacy systems. In order to grow revenues faster than your industry and competitors, you need a culture-shifting strategy centered.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.