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Mastering the Sales V
The Sales V is a way of giving a product demo to a prospect, relevant to my process of pre-qualifying leads pre-demo. The steps of Earning the Right, Finding the Need, Creating the Need, and Selling the Solution before setting appointments for a demo are critical in...
Sales Tie Downs: The Glue That Holds It All Together
The versatility and effectiveness of sales tie downs make them crucial on every call. With some companies finding the right tie down questions isn’t a challenge. The benefit of the product is straightforward in that case what is difficult is finding tie downs that...
Overcoming Anxiety in Sales
Sales is stressful. Amidst the countless deadlines, call quotas, deals and demos (not to mention the periodic waves of deafening voices throughout the day,) a literal wall of sound of sales people are calling, pitching, pivoting and closing. Taking all of that into...
The Beginner’s Guide to Social Media
Understanding how to effectively utilize social media is a must for any company, whether it be a start up or a long standing company. With billions of users worldwide, everything is connected – business must adapt to the trends or find themselves outstripped by the...
Mastering the Feature-Benefit Tie Down
When you are making a hard sell, having a solid plan for going about your process is essential - something that many new salespeople are not trained to do is the "feature benefit tie down". Salespeople too often go on about the various accolades that their company,...
Blog Highlights: Getting Past the Gatekeeper
Whether you are new to sales or deep in the game, getting past the gatekeeper remains one of the most challenging aspects of the sales process. In-depth strategy to get past the gatekeeper is also one of our most requested and viewed types of posts. Whether it be ways...
Blog Highlights: Sales in the 21st Century
While the world of sales has taken a dramatic shift since the advent of the computer in the 21st century, some things have never changed. It is estimated that the first pieces of currency, clay tokens, emerged in Egypt, Babylon, India, and China dating back as far (at...
The Quiet Power of Active Listening
When we talk about listening, what do we mean? About 55% of our day is spent listening to others, but it has been estimated that we remember only about 17% of the things that others say. Those missing bits can often be crucial in sales, when understanding our...
5 Essential Features that Every CRM Must Have
Every sales team needs to maintain an activity and production goal in order to be successful. To do so, you need to make hundreds of outbound efforts using a combination of phone calls and emails. A sales rep needs to be armed with the right tools to organize these...
When Sales Go Sour: Managing Messy Calls
There’s nothing wrong with getting chummy on a sales call. You’re trying to sell a product, and we are in the business of relationships. Cracking a joke, talking sports, and being casual on the phones can determine the success of a sale or setting an appointment,...
The Pitch: Inherently Theatrical
The house lights dim, the curtain rises, the stage overflows with light as the cast appears: the story has begun. We settle in to our seats, listening and watching closely, getting to know the characters. Getting immersed in the world of the play. Meeting the...
To Stay Engaged Throughout the Work Day, Try Doodling
Staying engaged throughout the entirety of an eight-hour work day can be tricky. Taking short breaks throughout the day by going for walks around or outside the office are great ways to reset and refocus your attention.
How an Outsourced CMO Can Benefit Any Company
An outsourced CMO helps streamline the marketing process while accessing a broad range of needed skills.
To Succeed in Sales, Treat the Gatekeeper with Respect
Gatekeepers decide whether or not to put you through to a decision maker, and it can take as little as the wrong tone of voice for them to decide to block you from having that potentially lucrative conversation.
The Importance of Collaboration in Sales
Sales depend on relationships, the relationship between seller and buyer most of all. Collaboration is a necessary skill for any successful salesperson. While it used to be the case that the salesperson or marketer pushed the product, that process has changed a great...
To Be A Better Salesperson, Think Like a Jazz Musician
As salespeople, we’re constantly striving to be better—close more deals, create more relationships, drum up more business. And though there is a tendency to differentiate jobs as either creative or analytical, anyone who’s worked in sales knows it takes both...
How to Write the Sales Manager Cover Letter That Gets You the Job
If you’re planning to apply for a new sales manager position, you'll need a sales manager cover letter. Whether you’re staying in your current company or are moving to a new business altogether, it’s important to make sure you’re making the best first impression. In...
How to Email in the Age of Texting
In the digital age, communication has become faster and more accessible than ever – and often takes forms we don’t always perceive. We send emoji and build stories of our lives out of pictures. We miss whatever Vine was trying to communicate to us. In all these varied...
