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Want to be an “A” student?

Sales 2.0

Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). In my opinion we’ve come a long way since 2006 but we still have a long way to go. The posts on this blog are going to continue to be about how sales people can sell more, and sell more easily, by using techniques and tools they may not be using today. (My

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How to Find a Sales Mentor

Score More Sales

I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. Lori, Trish, and Jill August, 2012. To be professional in any career, you need mentors.

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How to Achieve Sales Mastery - A Collection of Loosely Connected Paths

Understanding the Sales Force

I've been writing articles for my Blog for fifteen years - since 2006 - so not only was I an early adopter, I've written close to 2,000 articles. The five topics I have written most about are: The 21 Sales Core Competencies and the data from evaluating 2,000,000 salespeople.

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‘You can’t make me!’ – How to defuse buyer reactance

Selling Essentials RapidLearning Center

’ – How to defuse buyer reactance appeared first on Rapid Learning Institute. Social influence as a function of attempted and implied usurpation of choice. Journal of Personality and Social Psychology , 4 (6), 703. Miron, A. & & Brehm, J. Reactance theory — 40 years later. Zeitschrift für Sozialpsychologie, 37(1), 9-18.

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Power warps a leader’s brain – here’s how to fight back

Selling Essentials RapidLearning Center

2006) Power and Perspectives Not Taken. 2014) Power Changes How the Brain Responds to Others. The post Power warps a leader’s brain – here’s how to fight back appeared first on Rapid Learning Institute. The blog post and Rapid Learning video module are based on the following research studies: Galinsky, A.

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Sales Blogging - Do As I Say, Not as I Do

Understanding the Sales Force

If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide. Although that was the original plan in 2006, it is no longer on my radar.

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Unique Selling Proposition: What It Is & How to Develop a Great One

Hubspot Sales

How to Write a Unique Selling Proposition. Salespeople learn how to engage with prospects, then test their skills by live cold-calling to prospects and customers as an in-class exercise. When you hire us, we'll teach your sales reps how to do the same thing. So, you're ready to create a unique selling proposition.

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