Three Strategies to Beat Last Year’s Results
You don’t want to be mediocre. You don’t want to be stuck in a rut of repeating last year’s performance. And you definitely want to smash your personal selling goals this year. In the
You don’t want to be mediocre. You don’t want to be stuck in a rut of repeating last year’s performance. And you definitely want to smash your personal selling goals this year. In the
On this Money Monday, we’re going back to Augusta where Rory McIlroy finally won The Masters and in doing so gave us 5 lessons for chasing and achieving dreams. It wasn’t pretty. It wasn’t clean.
You crushed your quota. Commission check hits the account. Your first instinct? Celebrate! You earned it, right? Not quite. You’ve earned a reward, sure. But if every check disappears faster than a cold call
Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when you’re selling through distributors who carry multiple competing lines and competitors who undercut your
There is a big challenge in today’s marketplace that’s popping up left and right for sales professionals—Decision Deferment Objections. If you’re running into stakeholders who say, “Let’s just hold off a bit,” “We need
Everybody wants the hacks. The quick fix. The shiny new tool. The LinkedIn post that magically draws leads like moths to a flame. But let me give it to you straight: Sales isn’t won
Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring.
We are coming off of a week that can only be described as a stock market bloodbath—amping up uncertainty and making selling even harder. As the new tariffs imposed by the US government were
All’s fair in love and war—and sales. At the end of the day, what really matters is whether the deal closed or if you were left holding the bag. Did you make quota this
Prospecting strategies, lead generation, and advice for new sales managers Andy Paul: Hello, and welcome to the show. I’m amped up to talk with my guest today, Jeb Blount, bestselling sales author, speaker,
Snail Mail Prospecting Opens Doors Snail mail prospecting works because, unlike overflowing email in-boxes, the physical mail box is empty these days. Therefore, when salespeople send snail mail, they stand out. This is exactly
Select your communication method based on what is most effective for your prospect. Too many salespeople choose the follow-up method based upon their own personal comfort levels, rather than the most effective tool for
Know When to Walk Away From Bad Deals Don’t fall victim to the Sunk Cost Fallacy and spend time with a prospect that will never buy, simply because you invested a lot of time,
How to Bounce Back After Getting Rejected on Prospecting Calls It’s a fact of life in sales. You are going to get rejected on prospecting calls. How you bounce back after getting rejected is
On This Podcast Jeb Blount Discusses Fanatical Prospecting for Real Estate Agents Estate Agents Podcast hosts Stephen Brown and Andrew Overman discuss the value of prospecting activity for real estate agents with Fanatical
If you’re not in sales to grow sales, then get out! Don’t overcomplicate what you are doing. The simpler you keep your message to yourself, the easier everything else becomes. Do you like simplicity?
7 Step Cold Call Opening Process The key to opening cold calls is crafting messaging that compels prospects to engage in meaningful conversations. In the 10 years that my book, Smart Calling™ has been
By gaining a working understanding of nonverbal communication, you will be able to reduce sales pressure, build rapport quickly and dramatically increase your sales prospecting effectiveness! The 1960 Presidential Debates between Vice President Nixon
The Shift to Selling From Home In April, “The Great Quarantine” threw sales organizations out of their bull pins and into the home office. This forced sales managers everywhere to accept working from home
Is Projecting Your Values on Buyers (Selling Like You Buy) Holding You Back? Do not sell the way you buy. Projecting your values on buyers – beliefs, assumptions, and mindset – has a detrimental
The key to consistent production is sales-specific emotional intelligence. Prioritizing human connection over technical skill in a sale will naturally force the inconsistent performer to change. A few years ago, the Carnegie Institute of
Know When to Walk Away From Bad Deals Don’t fall victim to the Sunk Cost Fallacy and spend time with a prospect that will never buy, simply because you invested a lot of time,
Sales is NOT about selling strategies, it’s about winning the internal game. Selling strategies (how to close, how to cold call, etc.) are very helpful, good, and necessary, but if you don’t understand the
5 Tactics to Create Scalable Sales Skills Ultra-high performers have sales skills that are built to scale. These skillsets are responsible for their adaptability and achievements, even during tough economic times. The following tactics
How to Bounce Back After Getting Rejected on Prospecting Calls It’s a fact of life in sales. You are going to get rejected on prospecting calls. How you bounce back after getting rejected is
Forget About Win-Win in Sales Negotiations and Start Playing to Win For far too many salespeople, win-win negotiation is a convenient excuse to justify why they gave the other side their maximum discount without
Think about everywhere you go each day, and ask yourself how many missed engagements and connections are all around you? Then ask yourself, if a connection opportunity presented itself, how ready would you be?
The question you must ask yourself is: “Does this secrecy make good business sense in today’s marketplace?” How This Joke Hurts the Small Business Bottom Line Small business owners understand that profitability is critical
Many sales managers don’t like having the difficult conversations—who does? But as a leader, it is part of your role. You’re a top sales producer that has been rewarded with a promotion to sales
Sales prospecting can be tedious, intimidating, and terribly discouraging. Yet, it still has to be done. Why not make a game out of it and get past the boredom? You’ve probably heard the saying
Sales is a process, especially when it comes to consultative selling and the process only works when you don’t skip steps. Staying in touch with prospects, following up in a timely and mindful manner
On this podcast, Jeb Blount, Founder and CEO of Sales Gravy, discusses his bestselling book Fanatical Prospecting with Gina Lynch. Gina and Jeb focus on what start-up founders and entrepreneurs must do to accelerate
The fourth quarter is prime time for sales teams. Manage Q4 well and you’ll make your number and more. Manage it poorly and you’ll pay for your mistake well into the new year. There
The problem is that most managers and other figures of authority — Directors, V.P.’s, and even Business Owners — have never been taught how to properly exercise authority and command respect as leaders. Sales
Great managers lead by example. They start off each day by making sure everybody is ready to do business. They start with a daily meeting making sure that they have a positive attitude, set
Your team wants to feel the energy and belief, as a Sales Leader work on this emotional transfer. Being a leader and having vision and communicating emotional is a Critical Success Factor in Sales
