The Sales Heretic

Are You Serving or Selling?

The Sales Heretic

It has been said by many leadership experts that a great leader is a servant. A true leader isn’t ruled by their greed or their ego, but by their desire to help others. I would argue that not only is this true, but that it also describes great salespeople, professionals, and business owners.

Marketing Is Not What You Think It Is

The Sales Heretic

Many people believe that marketing and advertising are the same thing. Or if not, that marketing consists of the promotion you do to drive sales. But the reality is very different. Marketing is everything you and your business do that can potentially impact sales. And that’s an awful lot.

28 Ways to Cripple Your Sales Team

The Sales Heretic

Are your salespeople too efficient? Is their closing rate too high? Are they bringing in more business than you can handle? It’s a common problem. I see it all the time in my work as a speaker and trainer. I feel your pain. Fortunately, there are plenty of things you can do to handicap even [.].

33 Things You Should Be Proud Of

The Sales Heretic

Pride is a tricky thing. Many religious texts—and religious leaders—decry it. In fact, it’s one of the “Seven Deadly Sins,” along with greed, lust, envy, sloth, reality TV, and ordering red wine with fish. It goes before a fall and it pairs well with Prejudice. Sometimes we have to swallow it. (I

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

How NOT to Write a Prospecting Email

The Sales Heretic

Email can be a great way to reach your prospects. But there are good emails and not-so-good emails. And then there are emails like this one. I recently received this email from a local hotel. (As

Why Your Business Needs to Be More Fun

The Sales Heretic

One of my favorite pieces of research in the field of sales and marketing is a survey of B2B buyers conducted by Britt Beemer for American Demographics Magazine. In it, Beemer found that 70.1% of respondents would switch to a different vendor if the company was more fun to do business with.

Don’t Be So Quick to Answer!

The Sales Heretic

We tend to think of conversations as: one person speaks, then the other responds, back and forth, back and forth. For that reason, in sales conversations, we typically feel the need to address an issue as soon as it is raised, whether it’s via a question or a statement.

How a Screw-Up Can Boost Your Sales

The Sales Heretic

While hanging with a friend recently, the subject of what to eat for dinner came up. After discussing some possibilities, we agreed on pizza. The next decision—where to go—turned out to be an easy one, because in her mind, there was only one option: the local outlet of Garlic Jim’s.

19 Ways to Guarantee You’ll Fail

The Sales Heretic

Success is such a burden. It takes a ton of time and effort, and it frequently requires sacrifice. And for what? Everybody knows it’s lonely at the top. And then you have to do it all again, because you don’t want to be labeled a “one-hit wonder.” Then you have to deal with higher expectations, [.].

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

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?

Product Knowledge is Overrated

The Sales Heretic

Companies spend thousands—even millions—of dollars every year training their salespeople and sales channels on the minutia of their products and services. In fact, many companies use the term “sales training” when what they really mean is “product training.” And that’s a mistake.

Is Buying From You Too Risky?

The Sales Heretic

I have weird feet. Seriously. My forefeet are wide, I have very long toes, and my right foot is nearly a half size larger than my left. Which makes shoe shopping a challenge. Roughly 98% of the shoes I try on don’t fit comfortably. So when I recently purchased several pairs of shoes online, I [.].

Elf on the Shelf Alleged to Be Government Spying Program

The Sales Heretic

The Christmas toy, “Elf on the Shelf” has been accused of being part of a nefarious scheme to illegally gather intelligence on millions of unsuspecting families. The controversy erupted when Santa Claus let slip recently that the popular elves don’t actually work for him. “I’ve

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.

What You Like Doesn’t Matter

The Sales Heretic

So I’m sitting around with a bunch of friends, and we’re discussing really important stuff, when somehow the subject of potato chips comes up. Possibly because we were eating them.)

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 [.].

Nine Attitudes for Sales Success

The Sales Heretic

Ask any sales expert, and they’ll tell you that the right attitude is essential for success. But it’s not just one attitude that’s necessary—there are several. I would suggest there are nine different—but related—attitudes you need to nurture in order to be successful in sales.

Nine Holiday Networking Strategies

The Sales Heretic

The holidays are officially upon us. Judging by the ads, store displays, and TV listings, Christmas now apparently starts on November 1.)

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.

Seven Steps to Creating a Powerful Prospecting Plan

The Sales Heretic

Do you have a prospecting plan? If you want to boost your sales, it can be a huge help. A prospecting plan is like a business plan for your sales efforts. It’s a planning tool that helps you sketch out your goals, your best prospects, how to reach them, and more. Sound complicated? Don’t worry, [.].

What Are You Tolerating?

The Sales Heretic

As a professional speaker and trainer, I spend a lot of time in airports. And I see an awful lot of bad behavior there. Recently as I was waiting to board a flight, I witnessed some incredibly poor behavior by a boy I would estimate to be between ten and twelve years old. He had [.].

Stop Trying to Be Normal

The Sales Heretic

As kids, nearly all of us want to be “normal.” We want to fit in and be accepted. And that’s understandable when we’re six or seven (or even fifteen), and “different” is perceived as bad or weird or wrong. Unfortunately, too many people never outgrow that need.

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 [.].

Sales Training Playbook by Lessonl

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

37 Ways to Inspire Confidence in Your Prospects

The Sales Heretic

In my last post, I discussed the role risk plays in preventing people from making purchasing decisions. The greater the risk, the less likely a person is to buy. Which means, the more you can reduce the perception of risk in buyers’ minds, the more sales you’ll make.

Five Words That Will Make You a Better Salesperson and Leader

The Sales Heretic

Whatever your job is in your organization’s sales channel, you want to be better at it. Which means you’re always on the lookout for tips, tricks, and hacks to make you more effective and productive. Well here’s a simple yet powerful one.

Sell More by Giving Things Away

The Sales Heretic

The most powerful four-letter word in sales and marketing is “free.” Everybody loves getting something for nothing. And giving things away can be an extremely powerful sales tactic.

How Badly Do You Want Others to Succeed?

The Sales Heretic

I’m going to talk about basketball for a moment, so if you’re not a basketball fan—or a sports fan in general—just bear with me. The point I want to make is important, and it will help you boost your organization’s sales and performance.

Sports 237

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Do You Care About the Wrong Thing?

The Sales Heretic

You have an amazing product or service. It’s awesome. It’s the best on the market. It’s unique. It has the most features and benefits. It has the longest and most comprehensive warranty. And it’s the best value. Naturally, you love your product or service. You’re proud to sell it.

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.

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.

Five Types of Questions to Ask Prospects

The Sales Heretic

The single best thing you can do with a prospect—at any point in the sales cycle—is to ask them questions. If you ask enough of the right questions, your prospect will tell you everything you need to know to make the sale.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

How to Make the Most of a Leads Group

The Sales Heretic

Are you using a leads group as one of your prospecting strategies? If not, perhaps you should be. After all, if you’re prospecting for new sales leads, referrals are the best kind. And a leads group can be a very powerful way of generating referrals.

Groups 179

My Most Memorable Gift

The Sales Heretic

I enjoy giving gifts. And I enjoy receiving gifts. It’s not my primary Love Language (that would be Physical Touch), but I definitely feel cared about when I receive a gift from someone. Over the course of my life, I’ve been blessed to receive a lot of gifts from a lot of people. One present [.]. Sales business client client appreciation customer appreciation discount emotions gifts giving price

Course 208

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 Being Too Accommodating to Your Customers?

The Sales Heretic

You’d be hard-pressed to find a bigger advocate of good customer service than yours truly. I have long argued that sales is service and service is sales.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.