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

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

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.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

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

How to Be a Leader

Mr. Inside Sales

A boss says, “Go!”. A leader says, “Let’s Go!”. This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example.

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Quarterly Business Reviews – Drive Sales Performance

Steven Rosen

Quarterly Business Reviews . Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

The Art of Silence in Sales

Anthony Cole Training

Most salespeople are afraid of silence because they perceive it to be awkward or a sign that the prospect has mentally checked out. But that's simply not the case! It is critical that you let silence do some of the heavy lifting during your prospecting conversations.

3 Critical Factors to Include in Your New Hire Onboarding Program

Anthony Cole Training

In the final installment of our No Assembly Required Hiring series, we discuss the importance of having a strict and detailed onboarding process when bringing new sales talent into your organization.

Would You Spend $10.99 to Double Your Income This Year?

Mr. Inside Sales

Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this. And this particular one is called TapeACall Pro. As the name suggests, this is a phone recording app for your iPhone.

Digital selling is Not Optional

Sales 2.0

Stormy clouds covering the Serengeti while on game-drive on the way to Seronera. We are starting to reopen but it’s pretty clear things will be different. Things will be some kind of new but not the same as before. The good news is that some things will be better. than before.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

How to Leverage a B2B Sales Advantage in a Post-COVID World

Sales and Marketing Management

Business-to-business sales teams must modify their strategies to leverage an advantage in a post-COVID world. The post How to Leverage a B2B Sales Advantage in a Post-COVID World appeared first on Sales & Marketing Management. News Featured

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Managing 80/20 Prospecting Time to Increase Sales

Anthony Cole Training

The most successful salespeople are always challenging and adapting their personal sales process to be more effective and increase sales. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

5 Proactive Ways to Increase Sales Online in 2021

Sales and Marketing Management

Author: Jo Barnes 2020 was a year of turbulence in almost every aspect of life (understatement of the century?), and businesses were no exception. In the age of COVID-19, every industry is shifting as much as possible into the online space.

Content Marketing Can Enhance Your Salespeople’s Personal Brands

Sales and Marketing Management

In a virtual sales world, B2B marketers can position salespeople as industry experts in order to foster a more efficient sales process and build the brand’s image. The post Content Marketing Can Enhance Your Salespeople’s Personal Brands appeared first on Sales & Marketing Management.

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.

Structuring an Initial Face-to-Face Meeting with a C-Suite Executive

Sales and Marketing Management

Senior executives are often wary of salespeople in any case, so being credible, compelling and concise all apply for this initial face-to-face interaction. The post Structuring an Initial Face-to-Face Meeting with a C-Suite Executive appeared first on Sales & Marketing Management.

Confirming the Role and Expectations When Hiring Sales Talent

Anthony Cole Training

When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked. sales talent acquisition hire better salespeople sales onboarding assessing sales talent

An Interesting Way to Drive More Sales

Jill Konrath

It was the worst thing that could have possibly happened. I’d just spent two hours updating my website. But when I clicked Save, everything was gone. Placing a desperate call to my web person, I blurted out what had just happened. She was quiet for a moment, then slowly said, “Mmm.

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One in Six Companies Plans on Investing in IT Security Initiatives

Zoominfo

The effects of the pandemic wield lingering influence on 2021 budgets. To better understand what companies are spending money on, ZoomInfo surveyed over 400 CEOs, IT professionals, and marketers to understand patterns of near-term investment and cost cutting.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

Pitch Your Product in Two Sentences

Mr. Inside Sales

Less is more. Instead of opening your calls like: “Oh hi, this is _ _ with __ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world.

Is Your Pharmaceutical Sales Team Ready to Execute?

Steven Rosen

3 Steps to Flawless Sales Execution. The pharmaceutical industry has been far less impacted by the pandemic than most other industries. With modest single-digit declines in sales, the sector has fared relatively well.

Are You Focused on Results Generating Activities?

Steven Rosen

Are You Focused on Results Generating Activities? Not another virtual meeting! How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails?

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4 Ways Virtual Events Are Reimagining Themselves

Sales and Marketing Management

Author: Jen Smith, VP Marketing, MarketingProfs In the “Before Times” – way before the start of the COVID-19 pandemic – virtual events were often seen as lesser-than to in-person, bigger-budget events. They were viewed as less compelling, less useful and, certainly, less fun.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

Enterprise Marketing Strategy: 3 Challenges to Avoid as You Scale

Zoominfo

How do you scale your marketing strategy to enterprise-level and keep leads flowing into your funnel? One thing’s for sure: it’s not always simple. At the enterprise level, with 1000-plus employees and more than $1 billion in annual revenue, massive growth drives the organization.

Is Sales Really Just a Numbers Game?

Mr. Inside Sales

The answer is yes. And no. First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say.

7 Skills You’ll Need in Marketing for 2021

Sales and Marketing Management

Author: Jim Ewel With 2020 behind us (thankfully), how should we prepare for 2021? If you’re a marketer, here are seven essential skills marketing leaders will need in the new year. . 1: Able to adapt. .

It’s a great time to start upgrading your clients

Sales 2.0

It’s a really tough time for most companies to sell their products and services. Much buying is “paused.” Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.