Welcome to Grind Season (Money Monday)
Welcome to Grind Season. This week, we enter the most pivotal period of your entire sales year. From now until mid-December, how you choose to invest your limited time will determine whether you end
Welcome to Grind Season. This week, we enter the most pivotal period of your entire sales year. From now until mid-December, how you choose to invest your limited time will determine whether you end
Most salespeople waste their careers fighting over the same crowded prospects. Meanwhile, untapped markets are sitting in plain sight. These are the industries, segments, and territories your competitors don’t take seriously—or don’t even notice.
Here’s a question that’ll keep you up at night: What do you do when you believe in “buy or die” but you’re terrified of ruining future opportunities with annoying prospecting sequences? That’s exactly what
I had intended for this Money Monday to be something powerful, a new message that would get you fired up for this week and this season. But last week, while delivering training to an
Walk into any sales conference, scroll through LinkedIn, or join a sales team meeting, and you’ll hear the same tired arguments: cold calling versus social selling, interruption versus relationship-building, quantity versus quality. The sales
What if one simple discovery question could close your next big deal? Here’s the one I used: “Tell me what’s going on with your team?” Then I shut up and listened. The buying committee
Here’s a question that’ll make you rethink everything about sales performance: What happens when your team has all the skills, tools, and training they need, but they’re still underperforming because they can’t regulate their
LinkedIn is still the #1 platform for building pipeline in B2B sales, but the game has changed. Sales and marketing professionals have all come to rely on LinkedIn. It’s been their digital handshake, networking
While your competitors are stuck in voicemail purgatory, a small group of top performers has unlocked a secret pipeline of qualified sales leads. They’ve discovered how to stop chasing and start attracting, all by
Most Sales Presentations Miss The Mark Most salespeople fail to deliver great presentations. Use these six techniques to deliver engaging sales presentations and stand out from your competitors. What Makes a Great Sales Presentation,
If you want to find new clients – and who doesn’t, you need to do 3 things: Intimately understand your target market Articulate the benefits that you provide Overcome meeting rejection with a
Build Relationships With Gatekeepers Tricks or tactics to “bypass the gatekeeper” may get you some surprise face time, but it’s often at the expense of the deal. Winning over a gatekeeper can often be
What Value Really Means To Your Prospects and Customers Your customer is looking to increase THEIR sales, THEIR customer loyalty, THEIR employee loyalty, THEIR productivity, THEIR morale, THEIR profit, and to have no problems. Are
7 Habits That Will Improve Your Initial Meeting Conversion Rates Planning and practicing are key elements for success…If you plan, practice and execute these habits for improving initial meeting conversation rates proactively, you will
Prospects Not Replying to Your Emails? The idea is to connect with your prospect on a personal level and invite them to take action, not convince them that you’re part of a faceless organization.
Selling Is Not Just Customer Service Selling is about digging in and working with customers to help them see needs they didn’t realize they had. Selling is not about sitting back and taking orders
Your Prospect Is Stalling. Now What? Top producers know a weak prospect when they hear one, and they would much rather know ahead of time who is leading them on and not likely to
Are Your Voicemails Not Getting Returned? Some cold calling experts suggest that you leave a message when you receive a prospect’s voicemail. Unfortunately, many salespeople feel that this is an exercise in futility because
On this Sales Gravy podcast episode, Jeb Blount and Daniel Disney discuss the real secrets to becoming a LinkedIn selling machine. You’ll learn the keys to to filling your pipeline with qualified opportunities, building
Got a Stalled Pipeline Opportunity? Here’s What To Do Next When facing stalled pipeline opportunities, you might wonder, “Was it something I said? Did I do something wrong?” Often, it is out of your
Cold Calling C-Level Executives When calling into the upper “C” suites, assess their mood and circumstances at the time of the call quickly and match it with your tone and conversation. This will give
The buyers in procurement are professionally trained to negotiate. Salespeople not so much. This can put you at a huge disadvantage when you are forced to negotiate with them. But not anymore. On this
What To Do When You Can’t Give Anymore Discounts Discounting your price not only cuts into your commissions (and company margins), it doesn’t always work, and it can leave you feeling used. Everyone Wants
There Are No Quick Fixes In Sales We live in a quick-fix society so it’s no wonder that many salespeople look for the magic cure or band-aid solution to increase their sales. However, I
Are You Really Confirming Appointments, Or Are You Canceling Them? If you’re not intentional about the way you confirm an appointment, you may wind up giving your prospect an opportunity to back out of
Get Past These Networking Challenges To Make Connections With Confidence Many people are simply not comfortable walking into a room full of strangers and striking up conversations. Here are five common stumbling blocks that
Build Relationships With Gatekeepers Tricks or tactics to “bypass the gatekeeper” may get you some surprise face time, but it’s often at the expense of the deal. Winning over a gatekeeper can often be
Reduce Bad Sales Hires With Better Interview Techniques It’s easy to make bad sales hires – we’ve all done it. However, with a few tweaks to your interviewing techniques you’ll improve the probability of
I don’t know about you, but I’ve been more than guilty of falling in love with the tallies on the sales report. I’ll read the report and assume that those whose names line up
Everyone agrees that sales meetings can be excruciating. But, what if you turned your weekly sales meetings into rock star sales rallies? You can make just a few changes to make the meeting motivational,
What does average mean, especially in today’s workplace where the lack of employee engagement drains profits? Where it drains the performance of hard working employees who go beyond expectations? Years ago, a wise mentor
To build a winning sales team, and avoid making deadly mistakes, you need a scalable, predictable, and data-driven approach. Mistake #1: Hiring salespeople with your gut Hiring rock star sales people is the most
Put these 15 sales metrics in place and start monitoring them so you can see how you are performing as a company and individually, and where you need to make adjustments to achieve your
Complacency is hindering business growth and costing your sales teams new opportunities, valuable accounts, and profitable relationships. Here are three signs of complacency in your sales teams and how to squash it. Your sales
Sellers need individual business plans because personal performance planning fosters quota and territory ownership, accelerates the adoption of best practices, and builds a foundation for sales productivity accountability. It is surprising how few sales
Leaders cannot manage what they don’t measure. Therefore sales metrics and sales management are interconnected. For this reasons, it is imperative that sales managers and leaders clearly understand the metrics that matter. Sales Activities
