The Shameless Sales Blog

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.

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.

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.

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?

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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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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.

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

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.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

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?

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.

What the Top 1% of Sales Reps Do Differently

Fill the Funnel

For top-performing reps, it isn’t the resources they’re given that determines their success — it’s their resourcefulness. But who would choose a Hyundai over a Ferrari? We don’t love to admit it, but powerful sales tools can increase our chances success.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

23 Creative Follow-up Email Topics To Keep Your Customer Engaged

Fill the Funnel

Creative follow-up email topics to keep your customer engaged will surely give you an idea or two to continue the email communication with a customer that has gone quiet. You know that “just checking in” emails are annoying and non-productive and rarely produce the desired result.

Why Most Sales Forecasts Are Inaccurate

Sales Benchmark Index

Article Corporate Strategy Sales Strategy accurate forecast forecast forecast miss forecasting missed revenue sales forecast

Measure Change in Sales Effectiveness without Numbers and Metrics

Understanding the Sales Force

We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve. We hope that training and coaching and sales ennoblement tools will get us there.

Easiest Way to Assess Degree of Sales Success

Understanding the Sales Force

Recently, I published an article that introduced a way to measure sales progress by means other than conventional numbers and metrics. Today, I received an email from a property leasing salesperson who had his own question about sales effectiveness.

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.

Predictions for 2018 - The Sales Triad Will Provide Record Sales Growth

Understanding the Sales Force

Closing and Negotiating Challenges - Symptoms of Another Selling Problem

Understanding the Sales Force

Image Copyright Shironosov. I recently learned that one of OMG's clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended.

Procrastination Is The Killer App

Fill the Funnel

When you procrastinate, you do it in an effort to avoid an unpleasant or less desirable task you want to avoid doing. You think that if you avoid doing that task, it will be easier to complete the project you are working on.

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Power Of The Pixel

Fill the Funnel

For the past two years, many have been chuckling behind my back since I started talking about my growing enthusiasm for Facebook as a sales and marketing platform, especially for B2B sales. When I mentioned Pixels, and advertising on Facebook to generate leads and sales they scoffed.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Front Row Seat To The Next Industry Collapse And Your Big Sales Opportunity

Fill the Funnel

You have a front row seat to the next industry collapse and rebirth and it is already underway. The industry – Television Broadcasting. This has been building for some time – traditional viewing habits have been dropping for over 25 quarters in a row. The data tells the story.

What You Should Know When Your Cold Prospect Suddenly Returns From the Dead

Understanding the Sales Force

Last week I wrote about the deep freeze, why prospects suddenly go cold , and how you can prevent that from happening. That article was instantly as popular as any I have ever written.

Three Ways Sales Management Can Move ‘C’ Players to ‘A ‘Players

Sales Benchmark Index

Did you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. .

How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling

Understanding the Sales Force

Image Copyright BrianAJackson. Over the years I've debunked a number of articles that cited nothing but junk science.

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Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Three Sales Demo Disasters and How to Avoid Them

Sales Benchmark Index

Article Sales Strategy demo disaster demo planning demo pre demo planning sales demo

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30 Interesting Non-Selling Subjects to Make You Better at Selling

Understanding the Sales Force

I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused.

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7 Questions to Ask to Win More Deals

Sales Benchmark Index

Article Sales Strategy Buying process sales enablement sales leader sales process

How to Write a Sales Email That Works

Understanding the Sales Force

I receive so many unsolicited emails each day that it makes my head spin. Most of them, like the cold calls I get, are simply horrible. Delete. Delete. Delete. Block. Unsubscribe. This week I received the daily double - a cold call with an identical, corresponding email.

Sales Training Playbook by Lessonl

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

Are You Leveraging the Power of Video in Sales?

Fill the Funnel

Video is taking over marketing and sales communication. Growth in the use of video has exploded at a rate never seen before. Video drives sales results in clear and direct ways.

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How to Improve Sales:  5 Keys to Coaching Sales Improvement

Anthony Cole Training

Companies are constantly trying to figure out how to drive organic growth by: 5 keys to coaching sales improvement how to improve sales

How to Create A Video Ad in 3 Minutes or Less

Fill the Funnel

This has clearly been ‘The Summer of Video’ and that continues today. I have also been encouraging you to utilize the Facebook Pixel on your website and blog.

Is the Sales Force Getting Dressed Up or are Real Changes Taking Place?

Understanding the Sales Force

Recently, I installed vented plastic garage floor tiles like those in the picture above to improve the look of our garage. It's the same garage, but now it looks awesome.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.