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.

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.

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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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

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 to Instantly Spot "Spinning"

The Shameless Sales Blog

Its election time again here in the USA. And if you watch or read the news, you can't avoid hearing another analysis of the election, or who's ahead, who's behind in the polls. One of the most interesting aspects of politics from the viewpoint of a persuader, is the notion of spinning. I'm sure you've heard this word.

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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7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

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.

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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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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A Hopscotch Client Retention Strategy will not boost Client Success

Babette Ten Haken

If you practice a hopscotch client retention strategy, do not get your hopes up. Making clients successful is hardly child’s play. Co-partnering in your client’s success involves more than adhering to a mostly-linear protocol.

5 Ways To Sell To The Modern Day Buyer

MTD Sales Training

One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress.

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How a Sandwich Can Transform Your Business

The Sales Heretic

Let’s say you own a restaurant. And let’s say on your menu you have a Reuben sandwich. The Reuben is a classic, which is why it’s on the menus of approximately 98.7% of all restaurants. And therein lies the problem. If I’m in the mood for a Reuben, I can go literally anywhere to get [.].

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.

Eleven Ways to Boost Your Presentation Skills

The Sales Heretic

Whether you’re a salesperson, executive, or business owner, presentation skills are vital to your success. But presentation skills are rarely taught in school, and too many companies don’t invest in such training for their people.

How to become a rich sales geek

Sales 2.0

Testing is for marketing not sales. Does that sentence seem logical to you? It doesn’t to me. The more time I spend in sales and marketing, the more I see overlap between these areas.

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B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules.

Confusing Customer Service Delivery with Customer Experience Delivery?

Babette Ten Haken

Do we really understand the difference between customer service delivery and customer experience delivery? Or, do we use the two terms interchangeably? At times, our self-focused perception leaves customer service delivery up to everyone with “service” as part of their job titles.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Sales Prospecting & Cold Calling Tips Techniques Tools Ideas & Methods

Inside Sales Training

Why You’re Turning Off Your Prospects. By Mike Brooks, [link]. Learn the best cold calling and sales prospecting tips, ideas, techniques, strategies, tools and methods on how to make effective successful business calls for sales. It happened just now. Phone rang at our office and I picked it up.

Finally!  Science Reveals the Actual Impact of Sales Coaching

Understanding the Sales Force

You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!

How to Achieve Short-Term Explosive Growth from your Sales Team

Understanding the Sales Force

Explosive Growth. Positive Momentum. Better Morale. Greater Confidence. Improved Capabilities. Dave Kurlan Sales Coaching sales management training sales leadership training sales data

The Future of Your Sales Role Questionnaire

Score More Sales

There is a lot of talk about artificial intelligence taking over many sales positions soon. Do you feel like your job might be one of them? Here is a quick questionnaire to help you know if it is or not: sales strategy profession of sales

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

How the Cheesecake Factory Menu Can Make You a Better Closer

Understanding the Sales Force

Have you ever visited a Cheesecake Factory? I LOVE the menu - they offer EVERYTHING. The downside is that because there are so many items to choose from, it's difficult to decide what to order. That's better than the options you have with my Blog.

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The Why?

John Barrows

I’m re-sharing this post from last year because I really want to highlight that Sales, when done right, is the best profession in the world. When done wrong, it’s the worst.

4 Ways to Breathe New Life into Your Existing Content Assets

Sales and Marketing Management

Author: Warren Fowler Content creation is not only one of the most effective digital marketing strategies, but also one of the most demanding.

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The Process that Could Be Making You Non-Compliant, Without You Even Knowing

Sales and Marketing Management

Author: Jeffrey Weil Thanks to the surge of high-profile and costly cyberattacks in the last year, coupled with the General Data Protection Regulation (GDPR), businesses everywhere have been making security and compliance their No. 1 priority.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where an how to add it throughout the sales process!

3 Reasons to Market Your Small Business Like A Drug Dealer

Sales and Marketing Management

Author: Andrew Frazier You need to market your small business like a drug dealer. Sounds crazy right? It does until you take a closer look at their marketing and sales strategy.

Happy Gibberish Day!

Sales 2.0

Hi John, This is Nigel calling from Sales Software 2.0. We’ve created a unique AI solution that works with big data at a systems level to suggest the best methodology to use in your cloud CRM. We do this by using distributed geometric parallel processing.

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg Sales

One of you. 171,000 other people. 27,000+ sessions. 150 after-parties. Free swag for days. The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals.

How to Nail a Prospecting Call

The Pipeline

By Tibor Shanto. Sure, how many times have you seen that from pundits and talking heads like me. Well, I don’t claim to have any secrets, offer cracked codes or other usual empty promises.

Using Connected Device Data to Improve Sales

Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce

Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.