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

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

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.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

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

Partner Enablement – the Key to a Successful Indirect Go-to-Market Strategy

Sales Benchmark Index

Why Are Your Partners Producing Far Less Than Expected? Selling through the channel can be the most rewarding or painful aspect of your GTM strategy. When a partner takes on the promise of representing your products and brands, it is.

Timing is Everything

John Barrows

The more experienced I get in business the more I realize how important timing is with almost everything. I can’t tell you how many ideas I’ve heard about (or come up with myself) that were great ideas at the time, but failed because the market wasn’t ready for them. Good Ideas, Bad Timing.

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.

How Top Salespeople Anticipate and Manage Resistance

Understanding the Sales Force

Last week Tom Hopkins shared a post on LinkedIn that resembled what I have said so many times. He said, " The art of selling involves two jobs: Job One is to reduce sales resistance and the other is to increase sales acceptance.".

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Rejection Limiting Your Success?

The Pipeline

By Tibor Shanto. There is a line in the original animated Aladdin when Jafar states, “You’ll be surprised what you can live through.” ” Something that can also be used to describe sales and prospecting.

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I’ve Mapped My Customer Journey, Now What?

Sales Benchmark Index

What Is the Purpose of This Customer Journey Map? According to a recent article from Invesprco, “Customer journey maps give businesses a way of getting into their customers’ heads, helping them gain valuable insight and understanding regarding common customer pain points.”

Own Your Time

The Pipeline

By Tibor Shanto. Time is a truly critical element of sales success, yet too many take a very passive approach to their time. If not careful, time can be stolen by or wasted on the wrong opportunities.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Are You Serving or Selling?

The Sales Heretic

It has been said by many leadership experts that a great leader is a servant. A true leader isn’t ruled by their greed or their ego, but by their desire to help others. I would argue that not only is this true, but that it also describes great salespeople, professionals, and business owners.

Objections Are Not Fatal

The Pipeline

By Tibor Shanto. Too many salespeople confuse objections with rejection. Let’s be clear, rejection hurts and can kill. But for sales pros, objections are not fatal. link]. The post Objections Are Not Fatal appeared first on TiborShanto.com.

Gain a Competitive Edge Through a Successful Pricing Strategy

Sales Benchmark Index

Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture.

Make It Small

The Pipeline

By Tibor Shanto. Not a popular refrain among sales types, which may explain why nearly half of B2B reps will miss quota this year. In a world obsessed with ‘big,’ even more so than sales success, make it small may seem counter-intuitive.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Better Use Of Your Time

The Pipeline

By Tibor Shanto. On Tuesday I posted about the need for salespeople to own their own time. Had a number of folks reach out to see what steps they can take to ensure they are maximizing from this resource.

10 Things You Can Do to Prospect Faster

The Sales Hunter

We all wish every lead turned into a great prospect and in less time. You probably also want it all to take you less time than it takes to decide what you want to eat for lunch. That would be the greatest customer, right? Yes, in a perfect world, that could happen.

Your Numbers Suck

The Pipeline

By Tibor Shanto. You hear it said a lot in different fields of endeavour, “their numbers” or “his numbers” suck. Told in the abstract about a ballplayer you can understand what they mean.

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The Future of Sales Enablement in the Tech Sector

Sales Benchmark Index

Customer centricity and stiff competition in the tech industry are changing how sales enablement operate. Teams need to focus on sales reps solving customer challenges instead of simply selling products and services. Sell Solutions Instead of Products. Traditional sales enablement motions are.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

What to Do with the Salespeople Who Become Your Biggest Problem

Understanding the Sales Force

Dave Kurlan's 23 Steps to Improved Channel Sales

Understanding the Sales Force

When you purchase a car, do you consider yourself a customer of the dealer you bought or leased it from, the auto maker, or both? Dave Kurlan channel sales

The Biggest Sin In Sales

John Barrows

Do you know the biggest sin in sales? It’s not to lose a deal. It’s to take too long to lose a deal. You know the ones: they sit in our pipeline or forecast as the 20 percenters and get pushed out month over month over month because we’re “saying there’s a chance.”

Success and 3 Questions You Need to Ask Yourself

The Sales Hunter

What level of risk are you willing to take? What are you doing to nurture your network? What are your 25-year goals? It’s amazing what you can achieve when you address those three questions.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

One Technique to Avoid Ghosting

Mr. Inside Sales

We’ve all been through it: You set an amazing demo or presentation call and, and…they don’t show up! Or, you have an amazing and, what you think is an, engaging demo call and you set a call back and, and…they don’t show up! What’s wrong?” you think. Why didn’t I see that coming?”.

A Partner Strategy Without Sales Operations Alignment Is Destined for Trouble

Sales Benchmark Index

Are Your Sales Operations Chaotic? It is a story told time and time again. As a Sales Operations leader in your organization, every day feels like an uphill battle. You have KPI’s to hit and leadership is looking for results.

How To Prescribe The Right Solution For Your Customer

MTD Sales Training

If you’ve ever had to visit the doctor with a complaint, you will know the processes and procedures they go through to diagnose it and prescribe the answer.

I gotta question for ya

Bernadette McClelland

Hello there! With the New Year about to kick off again we may do one, or both, of two things. We may reflect on the year just gone or project on the year ahead.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.