The Sales Heretic

The Only Reason Anyone Ever Buys Anything

The Sales Heretic

We buy things. We buy lots of things. And we buy those things for lots of different reasons: • We’re hungry • We’re bored • We’re sick • We want our employees to be more productive • We need to go places • We want the people we care about to feel loved • [.].

29 Ways to Improve Your Virtual Presentations

The Sales Heretic

The current “Social Distancing” and “Shelter at Home” requirements have resulted in millions of people conducting virtual presentations for the first time. And it shows. Which is understandable. Our first attempts at most things leave a lot to be desired.

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23 Free Photo Sites

The Sales Heretic

Do you need photos for sales presentations, training materials, or blog posts? But your budget is a little tight? Hey, we’ve all been there. Fortunately, there are a lot of great online resources stocked with millions of photos you can download and use free of charge. Here are 23 of the best. 1. [.].

Call Me the %&#$ Back

The Sales Heretic

I recently helped my 82-year-old aunt move from Maryland to Texas. Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Nine Ways to Boost Your Optimism

The Sales Heretic

These are turbulent, uncertain, scary times. Which makes a sense of optimism even more important than usual. How can you stay optimistic in the face of so much negativity and uncertainty? Here are nine things you can do. Reminisce Write down times when you faced a challenge whether it be in sales, another area [.]. Sales business motivational Optimism speaker strategies

Why You Need to Laugh in the Face of Death (And How to Do It)

The Sales Heretic

These are difficult times. The death toll from COVID-19 keeps climbing. Unemployment is skyrocketing. Sports, proms, conferences, festivals, trade shows, concerts, seminars, and more have been cancelled. And uncertainty is everywhere. What can you do at a time like this? Laugh. Let me explain.

How NOT to Pitch Yourself to the Media

The Sales Heretic

My friend Joel Comm is a brilliant author, speaker, and entrepreneur. He’s also the co-host of The Bad Crypto Podcast. In this capacity, he frequently receives requests from people who want to be a guest on his show. Recently, his inbox was graced with this request (that he kindly shared with me): Hey guys, I [.]. Sales benefit marketing media pitch public relations publicity speaker

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67 Quotes for Getting Through Tough Times

The Sales Heretic

A global pandemic. Record unemployment. Business closures. Racial protests. To say these are tough times is an understatement. We’re all stressed, frustrated, anxious, and discouraged. Which means we can all use some words of encouragement. Here are some of my current favorites for helping me stay in the right frame of mind. Don’t let [.]. Sales failure fear hope inspiration profitability quotes success tough times

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16 Things Successful People Don’t Say

The Sales Heretic

A while back, I wrote a post listing words and phrases that successful people say on a regular basis. Just as important as what successful people say, however, is what they don’t say. High achievers understand that just as the right words can solve problems, heal wounds, create connection, and move people to action, the [.]. Sales business communication customers manager success

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

19 Benefits of Asking Questions

The Sales Heretic

If you’re a regular reader of this blog (and if you’re not, you can be—just click one of the “Subscribe” links to the right, wink, wink, nudge, nudge), you know that I’m a big fan of asking questions.

Sell the Drill, NOT the Hole

The Sales Heretic

A common cliché in sales training is “Sell the hole, not the drill.” This maxim stems from the idea that if a person is buying a drill, it’s not because they really want a drill, but because they want a hole. And you should focus on the problem they want to solve, rather than your [.]. Sales cliché closing follow up listening skills price prospect retail training

13 Ways to Sharpen Your Sales Skills

The Sales Heretic

With COVID-related shutdowns, record unemployment numbers, and corporate bankruptcies on the increase, this may be the toughest sales environment any of us have ever experienced. Which means now, more than ever, you need your sales skills to be as robust as possible.

21 Things Successful People Say Regularly

The Sales Heretic

As a professional keynote speaker and trainer, I have a tremendous appreciation and respect for the power of words. The right words at the right time can solve problems, heal wounds, create connection, or move people to action. They are essential to your sales, business, and personal success.

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Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Tell Your Prospect How You Failed

The Sales Heretic

Stories and case studies are powerful sales tools. They give us opportunities to showcase how wonderful our product or service is. They provide proof of our abilities and enable our prospects to see themselves benefitting just as our previous customers have. There’s just one problem with them. Everyone’s stories are the same. Here’s what I [.]. Sales case studies consulting credibility failure keynote meeting planners prospect speaker speech stories success trust

Don’t Tell Your Customers to Have a Great Night

The Sales Heretic

It had been a rough night. It was supposed to have been a great night. It was the first class of a three-day aikido seminar featuring one of my favorite instructors. Unfortunately, his flight was severely delayed, which resulted in that evening’s class starting and finishing late.

Eight Ways to Boost Your Confidence

The Sales Heretic

Study after study has found that the #1 buying factor is confidence. More than anything else, people choose the brand, the product, and the salesperson they have the most confidence in.

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Practice DOESN'T Make Perfect

The Sales Heretic

The dojo where I’ve been training in aikido for the past dozen years recently reopened for class on a very limited basis. Despite numerous safety precautions, however, a lot of students are—understandably—not yet comfortable returning to train. In fact, at a recent class, I was the only student. Which was awesome! I got a full [.]. Sales closing practice presenting prospecting qualifying training

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Sell the Drill, NOT the Hole

The Sales Heretic

A common cliché in sales training is “Sell the hole, not the drill.” This maxim stems from the idea that if a person is buying a drill, it’s not because they really want a drill, but because they want a hole. And you should focus on the problem they want to solve, rather than your […].

Nine Ways to Boost Your Optimism

The Sales Heretic

These are turbulent, uncertain, scary times. Which makes a sense of optimism even more important than usual. How can you stay optimistic in the face of so much negativity and uncertainty? Here are nine things you can do.

23 Tips for Working from Home

The Sales Heretic

The world has changed. Due to the COVID-19 pandemic, most states in the US—and many other parts of the world—are under “Shelter at Home” orders. Which means that millions of people who used to go to an office every day are now working at home. Most of them for the first time. If you’re one [.]. Sales customers expert leader manager online training working from home

32 Benefits of Joining a Mastermind Group

The Sales Heretic

Whether you’re a business owner, CEO, salesperson, or executive, if you want to accelerate your success, one of the best actions you can take is to join a mastermind group. What exactly is a mastermind group? It’s a group of people—typically between four and twelve—who meet regularly to help each other achieve their goals. They [.]. Sales business coach expert group ideas insights keynote leadership marketing mastermind program speaker success trainer

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The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

Who is Your Ideal Client?

The Sales Heretic

Everyone in business wants more customers. But not all customers are created equal. Some are better for you than others. And if you’re going after more clients, it behooves you to focus your time, money, and energy on those clients who will provide you with the biggest return on your efforts.

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24 Ways to Keep Your Brain Sharp

The Sales Heretic

When it comes to your sales—and pretty much everything else in your life—your brain is your most valuable asset. So it makes sense to do as much as you can to protect it. And it needs protection. The challenges of modern life mean our brains are under assault every day. The enemies of the brain [.].

“I can’t stand Christmas music”—My Interview with Santa Claus

The Sales Heretic

I recently had the chance to sit down with the CEO of one of the most successful organizations in the world—the big man himself, Santa Claus. It was a cool, fall day—before the craziness of fourth quarter set in, when St. Nick had a little time to spare.

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Why People Buy Taffy (And what it means for YOUR sales)

The Sales Heretic

In 1885, Joseph Fralinger—a former glassblower and fish merchant—took over a taffy stand in Atlantic City, New Jersey. He bought some books on candy-making and set about learning the business. Before long, he was offering 25 different flavors of saltwater taffy and was one of the most successful candy shops on the Boardwalk. But this [.]. Sales business candy needs product profits service taffy

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Change These Statements to Questions to Boost Your Sales

The Sales Heretic

For the most part, we humans suck at change. We like our routines—they make our lives easier and give us comfort and security. By contrast, change is scary—we have to venture into the unknown. There are no guarantees, which means we might waste our time, money, and effort. Plus, we open ourselves to frustration, regret, [.]. Sales change leadership marketing products questions services strategies tactics training

Now is a Great Time To…

The Sales Heretic

Right now is a terrible time for most businesses. Sales have plummeted, doors are closed, and employees have been laid off by the tens of millions. And yet… There’s always a positive in every negative situation. I don’t want to sound like a Pollyanna (because I’m definitely not one), but it’s true. And if you’re [.]. Sales business coaching free keynote marketing opportunities social media speech training

14 Tips for Delivering Better Presentations

The Sales Heretic

If you’re in sales—and that’s nearly everyone in the company—you need to make presentations. Whether it’s a one-on-one to a prospective client, or a keynote speech at a conference, delivering a great presentation is vital to your success. Here are 14 tips for presenting more effectively.

How to Boost Your Credibility at a Trade Show

The Sales Heretic

A trade show is a challenging sales environment. You don’t have the natural advantages you have when talking with a prospect on your own turf. Your competition is everywhere. And all the exhibits look so similar. How do you stand out and effectively compete?

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

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 [.].

67 Quotes for Getting Through Tough Times

The Sales Heretic

A global pandemic. Record unemployment. Business closures. Racial protests. To say these are tough times is an understatement. We’re all stressed, frustrated, anxious, and discouraged. Which means we can all use some words of encouragement.

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How NOT to Market on Facebook

The Sales Heretic

I regularly receive friend requests on Facebook. Most of them I ignore. And many I report for being spam.) But if the person sending the request has a lot of friends in common with me—say a hundred or so—I’ll usually accept the request, because that person is typically also a professional speaker or trainer. Many [.]. Sales consultant direct expert Facebook marketing prospect social media speaker strategy trainer training

The Most Important Question You Can Ask Right Now

The Sales Heretic

The COVID-19 pandemic is wreaking havoc around the world. The disease—and the government responses to it—have affected every industry, with impacts ranging from mild to devastating. One of the best things you can do in this unprecedented environment is to ask questions: • “What can we do to keep our employees and customers safe?” • [.]. Sales COVID-19 keynote marketing questions seminars service value

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.