The Right Mindset Seals the Deal
The right mindset doesn’t just win games—it seals deals. It’s the “get it done” frame of mind that keeps your head in the game, keeps you sharp, and keeps you working for excellence. Work
The right mindset doesn’t just win games—it seals deals. It’s the “get it done” frame of mind that keeps your head in the game, keeps you sharp, and keeps you working for excellence. Work
Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and
How many times have you gotten to the meeting but your pitch fell flat? You went in guns blazing, thinking the hard part was over and you’d land the deal—but instead you face-planted. It’s
Confidence can make or break your sales success before you even open your mouth. Whether you’re about to make a high-stakes call, step into a big pitch, or lead a meeting, your mindset is
Cindy is struggling to set appointments and handle the “How Much Does it Cost?” objection. She recently switched from media sales to the home services industry. Suddenly, she finds herself making all her own
No matter if you’ve had a great month, closed a big deal, or made it to the winner’s circle at President’s club, winning makes you more vulnerable to losing. A Winning Message for Sales
You’re stalled. You’re stuck. You’ve plateaued. No matter how you put it, you’re seeing your sales hit a rut. And let’s face it, you’re in a rut, too. So, how do you pull yourself
Matt from Grand Rapids says, “If I don’t make my cold calls, our pipeline will go dry.” He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads
If you’ve hung around me for longer than five minutes, you’ve heard me say that sales is about talking with people. The fact is, the more people you talk with, the more you’ll sell.
Social engineering means talking to people other than your prospect in order to gather information to help your prospect. Use social engineering and you will make your prospecting calls much smarter! Buyers today expect
Get Familiar with Webcam Technology We really have only two choices: we can whine about how uncomfortable webcams make us, or we can embrace the technology and use it for our benefit. Our ever-increasing
Regardless of why we are leaving a voicemail, it is a tool we frequently use, and there are specific strategies you can employ now to make your messages stand out and be remembered. We
The trigger-response-regret loop occurs when a salesperson tries overcoming an objection. Change the story and change the emotion for better sales outcomes. Emotional management is a key selling skill. After meeting with a challenging
Each moment of your sales day, you make three choices about time management. You can choose, impactful activities, important activities, or trivial activities. The choices you make are the most consistent predictor of sales
The most effective messaging for a prospecting sequence of voicemails and emails, is a dialogue in which new information is added to each new touch in the prospecting sequence. Bad Voicemail Sequence I probably
Just because certain sales productivity practices are commonly accepted does not mean they work best. The sales floor is a high-pressure, results-driven environment– which is why so much emphasis is placed on sales productivity.
On this discussion with Dylis Guyan, host of The Inspired Selling Podcast, I discuss that most failure in sales – especially for business owners – is caused by the failure to prospect consistently. The
Make more successful sales calls and reach your goals in three months. Stop scatter and build your strategy with these time management tips. Whether you are trying to write a novel, make more successful
Get Familiar with Webcam Technology We really have only two choices: we can whine about how uncomfortable webcams make us, or we can embrace the technology and use it for our benefit. Our ever-increasing
One of the most impactful ways you can increase your wins and connections is to keep your sales skills and practices fresh. Adapting your approach is the key to outgunning the competition. I don’t
The trigger-response-regret loop occurs when a salesperson tries overcoming an objection. Change the story and change the emotion for better sales outcomes. Emotional management is a key selling skill. After meeting with a challenging
On this podcast episode, Paul Smith and Jeb Blount discuss selling with stories. Jeb shares a fascinating story from his book, Sales EQ, about a young sales rep who worked for a truck leasing
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
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
Well-crafted positioning questions are the secret to sales differentiation: they help your buyers think twice about the solution they have or could have and disrupt the status quo. At a very young age, I
Despite being awash in numbers, more sales data has not resulted in better sales performance. Therefore, it is critical that leaders understanding the sales metrics that contribute to effective sales management. Sales Activities, Sales
On part two of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the impact of sleep on emotional
In the chaos of daily priorities managers often forget their most important responsibility: Developing their people. Overlooking this core leadership imperative sub-optimizes the performance of their team. A manager’s primary job is to develop
People don’t learn by listening to the words you speak. They learn by watching your behavior. They learn from what you do, the actions you take, not your words. Make sure the lessons you
The most dangerous lie that salespeople tell themselves (and anybody else who will listen) is that they lost the opportunity with their dream client on price. Salespeople—like all other groups of people—lie to themselves.
There are few opportunities in life to accurately predict the future, but paying attention to leading indicators now is an opportunity not only to predict, but to change the future course of your sales.
Developing a deep knowledge of your sales landscape helps you sell more in less time. English navigator Henry Hudson learned the hard way in the 17th century what can happen when you don’t know
Characteristics of a resilient, sustainable business include leadership that understands the difference between working “for” and working “with” their employees. Consider these glum facts: Only one in eight workers worldwide are engaged at work,
Salespeople and sales managers are caught up in their own version of Ground Hog Day. They keep using the same approach, having the same conversations, which are leading to the same outcomes. Sales Ground
Working smarter with people entails three key activities: assigning the right number of people, identifying roles and planning compensation strategically. Sure-fire Ways to Work Smarter with People Your sales force is defined by the
Data can do more than tell you facts about your own business. It also can reveal important information about what’s going on with your competitors in the marketplace. How to Be Data Savvy In
