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.

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.

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?

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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.

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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.

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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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Sales Training Playbook by Lessonl

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

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.

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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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5 Reasons To Start Building Your Email List Now

Fill the Funnel

5 Reasons To Start Building Your Email List Now. I still get resistance when I recommend salespeople and entrepreneurs build an email list. I hear all the alternatives from texting, social media, CRM and contact lists.

Learning Technology from WWII to Today – How Video Learning Is Transforming Skill Mastery

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. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to organizational success.

If Data is Not in Your CRM, Does It Exist?

Smart Selling Tools

The Sales Signals We’re Ignoring Could Be Worth Millions. We’ve all heard the line, “If a tree falls in a forest and no one is around to hear it, does it make a sound?”

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How to Get Accurate B2B Data to Build Sales Pipeline and Grow Your Business

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Derek Slayton , Global Leader & GM of Sales & Marketing Solutions of Dun & Bradstreet.

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Three Proven Ways to Increase the Value of Your Sales Content

Smart Selling Tools

If you’re a reader of Smart Selling Tools, chances are you understand the inherent value in equipping sellers with the materials they need to engage buyers. But what is that value, exactly? We at Seismic recently partnered with research firm Demand Metric to find out.

#B2BMX Recap: What Every B2B Marketer Should Focus on in 2018

Smart Selling Tools

I’ve been to many conferences over the years, but lately they’ve been centered around Sales.

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The Art of Social Selling -- Summarized by getAbstract

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

10 Ways to Determine if Your Sales Prospect was Engaged

Understanding the Sales Force

It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges.

Sales Tech Game Changers: Why You Should Incorporate Customer Advocacy in Your Sales Cycle

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Ian Levine , Chief Sales and Marketing Officer of RO Innovation.

Speed-to-Lead is a Critical Need

Smart Selling Tools

Speed-to-lead. It’s an expression we use often here at VanillaSoft. If you’re not familiar with the definition, it refers to how quickly you respond to a new lead entering your system.

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Sales Tech Game Changers: How to Align the Sales Organization to Strategic Corporate Initiatives

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Chris Tratar , VP of Product of SAVO.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Is Your Lead Generation Data Leading You Astray?

No More Cold Calling

You can do what the data tells you, or you can do what works. Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence?

Did You Set the Right Sales Quotas?

Sales Benchmark Index

Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas.

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Is Technology Tanking Your Lead Generation System?

No More Cold Calling

Remember, prospecting is all about people. You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no. Not in your personal life, and certainly not in your lead generation system.

Sales Tech Game Changers: How to Get Contracts Signed 21x Faster

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Chris Heinrich , VP of Enterprise Sales for Adobe Sign.

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Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

AI: The Answer to the Ongoing Sales Content Dilemma

Smart Selling Tools

Do your sales people have what it takes to be successful in educating, engaging with, and selling to your customers?

How a New Head of Sales Gets Off to a Fast Start

Sales Benchmark Index

Joining us for today’s show is Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype. Jennifer has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. She took over the sales leadership role.

Top 3 Revenue Growth Trends Impacting the Financial Services Industry

Sales Benchmark Index

Our guests on SBI TV are Clayton Collins, the CEO, and Jacob Gaffney, the Editor in Chief, of HousingWire. As the authority voice for mortgage and banking news to the finance industry, HousingWire is here today to share the top.

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Leadership Begins First and Foremost within Each of Us

Increase Sales

Yesterday I received some course catalogs from a well known university advocating a plethora of leadership courses. What these courses and other books fail to recognize is leadership must begin, first and foremost, with each of us.

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

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.

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!)

How to Engage Prospects to Identify True Interest

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Erroin Martin , VP of Sales for Conversica.

Transforming a Marketing Organization to Generate a Successful Exit

Sales Benchmark Index

Joining us for today’s show is Andrea Brody, the Chief Marketing Officer for BravoSolution. Andrea is one of the top B2B revenue generating marketing leaders with a passion for building brands. Andrea has a great story to share with you. Marketing Strategy Video market strategy

26 SalesTech Leaders Answer the Most Important Question: “WHY”

Smart Selling Tools

Sales tech decision makers suffer from information overload and have to wade through a lot of marketing hype. It doesn’t take long for decision fatigue to kick in. That’s why we publish helpful and free resources—to reduce those frustrations and cut through all the noise.

Why Every Sales Leader Needs to Adopt a Continuous Planning Approach

Smart Selling Tools

Happy New Year! The start of a new year means a lot of different things to people, for some it’s the time to exercise more, eat healthier, read more, text less, and be happier. For sales teams, it’s both a time of endings as well as beginnings.