The Sales Heretic

16 Ways to Deal with Frustration

The Sales Heretic

The road to success isn’t straight, level, or smooth. There are bumps and potholes. Hills and curves. Dead-ends and detours. And as a result, we all get frustrated from time to time.

19 Ways to Follow Up Without Being a Pest

The Sales Heretic

You already know that effective follow up is crucial to closing sales. But how can you follow up with prospects without annoying them to the point where they scream, “Leave me alone!” The key is to deliver value in your follow up efforts.

Are You Scary Enough?

The Sales Heretic

Most of the time, we salespeople want to be warm, friendly, and caring. We want to be liked and well-received. But warm and fuzzy doesn’t always get the job done. Sometimes, we need to be scary. Because sometimes prospects don’t appreciate the dangers of not acting.

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One Thing You Should NEVER Do with a Prospect

The Sales Heretic

The tall, gangly man wore an old t-shirt and cutoff jean shorts. His long black hair hung unkempt halfway down his back. And he arrived at the luxury car dealership on a bicycle. The veteran salespeople knew better than to waste their time with him. They sent the rookie out to deal with him. The [.].

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Customer Service By the Bucketful

The Sales Heretic

James Saucedo isn’t a salesperson. But most salespeople could learn a thing or two from him. James drives a shuttle van for the Courtyard by Marriott hotel in Austin, Texas. I had the pleasure of riding in his van when I flew into Austin not long ago. Just before he pulled the van away from [.].

Up Your Listening Game to Boost Your Sales

The Sales Heretic

We tend to think of talking as the most important element of communicating, and thus, the most important element of sales, leadership, relationships, etc.

Is a Leads Group Right for You?

The Sales Heretic

If you’re looking for new prospects, referrals are your best source. A person who is referred to you is five times as likely to buy from you as any other type of prospect because they already have some trust in you based on their friend who referred them. So how can you get more referrals? [.].

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Physics and Your Closing Ratio

The Sales Heretic

Every sales manager I’ve ever talked with has agreed on one thing: The single biggest challenge salespeople have is closing the deal. There are two reasons closing is such a big problem. One is psychology. The other is physics. PHYSICS?? That’s right, physics. Let me explain.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

Santa Facing Increasing Pressure to Stop Using Reindeer

The Sales Heretic

Animal rights group, People for the Ethical Treatment of Animals (PETA), added its voice to the chorus of organizations calling on Santa Claus to end his practice of using reindeer to pull his sleigh.

Eleven Mistakes that Torpedo Your Trade Show Sales

The Sales Heretic

Trade shows are a vital component of many companies’ marketing mix. From general shows to specialty functions; tiny, local shows to gigantic, international affairs; consumer shows to industry events, trade shows are a 13 billion dollar-a-year industry in the U.S. alone.

Are You Taking Enough Time Off?

The Sales Heretic

You’ve set your business and sales goals for the year: a prospecting goal, a closing rate goal, a revenue goal. But have you set a vacation goal? If you haven’t, you absolutely should. Too many people don’t take enough vacations.

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17 Sales Tips from Influence ‘17

The Sales Heretic

As a professional keynote speaker and sales trainer, I am—naturally—a member of the National Speakers Association. So of course I was in Orlando last week for NSA’s annual convention, known as Influence 2017.

What the Other Side in a Negotiation Wants

The Sales Heretic

Every sale is a negotiation. Some are short and simple, others are long and complex. But one thing all negotiations have in common is that they’re more than just haggling back and forth about price.

Salesforce Formulas for the Everyday Admin

Speaker: Steve Molis, Salesforce MVP

Steve Molis has put together a collection of universal formula tips and tricks, along with several of his personal favorites, so that you can get the benefit of a wealth of information without having to trawl through everybody else’s Salesforce problems.

Great Thoughts on Sales, Business, and Success X

The Sales Heretic

Everyone can use a good dose of inspiration and encouragement now and then. I know I certainly can. That’s why I regularly review the brilliant thoughts of others, share hem in my keynote speeches and seminars, and tweet them out daily. Here are some of my current favorites. “A

Six Ways NOT to Close a Presentation

The Sales Heretic

A while back I discussed six awful approaches to opening a presentation that you should avoid at all costs. However, the end of a presentation is just as important as the beginning. The last thing you say is the first thing your audience will remember. That is, if they remember anything at all.)

When “Sorry” Isn’t Good Enough

The Sales Heretic

This is a tale of two customer service failures. And the world of difference in the way they were handled. The first occurred at a fast-casual restaurant. I won’t reveal the name—I’ll just note that it’s a place you can STOP to get WINGS. I placed my order and waited.

Seven Dangers of Selling on Price

The Sales Heretic

Too many salespeople—and too many companies, for that matter—rely on the tactic of beating everyone else’s price in order to make the sale.

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The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

Every Purchase is a Compromise

The Sales Heretic

Every salesperson wishes they sold the perfect product or service. And some salespeople believe they sell the perfect one. But “perfect” doesn’t exist. Because the reality is that every purchase we make is a compromise.

Twelve Ways to Use Stories to Boost Your Sales

The Sales Heretic

Stories are extremely powerful. They can be both informative and persuasive, while being entertaining. And they’re engaging—neuroscientists have discovered that our brains are hard-wired for stories. That’s why it’s so hard to walk out of a movie, even if it sucks.)

How to Prospect Profitably

The Sales Heretic

If you want more sales, odds are you need more prospects. But there’s more to prospecting than just raw numbers. And that trips up a lot of salespeople. Prospecting is not a complex process,” asserts Mark Hunter in the first chapter of his new book, High-Profit Prospecting. “It’s

Why You Should Never Satisfy Customers

The Sales Heretic

Many companies proudly state that “We want you to be completely satisfied” or “100% customer satisfaction guaranteed” or similar sentiments. And while customer satisfaction seems like a good idea—you don’t want your customers to be upset, after all—it’s actually a recipe for disaster. Here’s why.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

17 Things Not to Do at a Networking Event

The Sales Heretic

Networking is a powerful sales and marketing tool. But like any tool, using it improperly or inappropriately can lead to disaster. Here are seventeen things—all of which I’ve actually observed people doing—that you definitely don’t want to do at your next networking event. Dress inappropriately 2.

11 Ways to Close Your Next Presentation with Impact

The Sales Heretic

In my last post, I warned against using six weak approaches to closing a presentation. Whether you’re introducing a new product at a trade show, addressing your team at your annual sales meeting, or making the case for your company to your dream client, you want to end with a bang, not a whimper.

Are They Really a Prospect or Are You Just Wasting Time?

The Sales Heretic

As a salesperson, business owner, or professional, you only have so much time. And if you want to maximize your sales, you can’t afford to waste that precious time with people who are never going to buy from you.

47 Things You Can Compete On Besides Price

The Sales Heretic

In sales, the single worst factor you can compete on is price. Selling on price guarantees you a razor-thin profit margin. As well as constant customer turnover, because price buyers are notorious for having no loyalty—they’ll switch as soon as someone else offers a lower price.

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Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Stop Complicating Things

The Sales Heretic

We live in complicated times. Everything from our clothes, to our phones, to our investments is more advanced, sophisticated, and complex. We have access to more information than ever before and we have more choices than ever before. Which leads to a problem. We’re overwhelmed. We’re uncertain.

21 Things Buyers Fear

The Sales Heretic

While buying something new can be exciting, it can also be scary. And as salespeople, we can get so caught up in the excitement part, we forget just how scared our prospects can be. And that’s dangerous for us. Because if a prospect is too scared, they won’t buy.

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13 Things You Need to Hate In Order to Succeed In Sales

The Sales Heretic

Love is great and everything, what with it being a many-splendored thing, and conquering all, and making the world go round. And in fact I’ve discussed previously the value of love in your sales efforts. But hate is also a powerful emotion. And it has its place in sales as well.

How NOT to Prospect on LinkedIn

The Sales Heretic

I recently received this message in my LinkedIn mailbox (the names have been changed to protect the guilty): Eric Miller Junior Sales at Tuttle and Hobart Integrated Supply Howdy! I was checking out your linkedin profile and was impressed. I would love to network with you.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Five Myths that Jeopardize Your Sales

The Sales Heretic

The world is full of myths, and the field of sales has its share. But while myths can be entertaining—and even instructional—they can be dangerous if taken seriously. Listen to my appearance on Breakthrough Radio with Michele Price.

Six Things to Stop Doing to Boost Your Sales

The Sales Heretic

A lot of sales advice focuses on things you should be doing. But equally important to know are the things you shouldn’t be doing. Like what, you ask? Listen to my appearance on Breakthrough Radio with Michele Price.

Nine Ways to Make More Sales This Year

The Sales Heretic

If “Make more sales” is on your New Year’s Resolutions list (and I’m betting that it is), the question becomes “How, exactly?” The good news is that there are lots of ways. Here are nine simple ones you can implement immediately: 1. Do more prospecting If you want more sales, you need more prospects.

Nine Tips for Crafting Better Sales Presentations

The Sales Heretic

A great sales presentation moves a buyer from interest to action. A mediocre one does little or nothing. And a bad one causes prospects to run in the other direction. How can you create presentations that result in closed deals? Here are nine tips.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.