How Email Can Sabotage Our Work Relationships The overwhelming majority of business communication is carried out through e-mail, so you need to be prepared to communicate in writing in powerful, persuasive, and influential ways.
Improve Your Prospecting Effectiveness With Exercise Embracing fitness not only improves your overall wellness but also enhances your mental resilience, time management, confidence, and communication skills, ultimately leading to a more prosperous sales career.
On this episode of the Sales Gravy podcast, Sales Mastermind Group “Awesome” asks Jeb Blount sales questions. If you’ve ever had a question you wanted to ask Jeb then you’ll love this episode. It’s
Sales Training Matters For Small Businesses Sales Training can help your small business reach new heights, even with limited resources. There is a simple reason why large companies invest in sales training: It improves
When They Say No: Overcoming Rejection And Shifting Your Mindset Introduces Andrea and Richard’s new book, When They Say No, and provides valuable insights on overcoming rejection in sales. The fear of rejection has evolutionary
Moving From A Culture of Efficiency to A Culture of Effectiveness Acting and improv skills are similar to soft skills in sales— leading with empathy and understanding your audience and your customer is paramount.
Don’t Waste Time On Over-Customization Creating custom proposals for every single prospect you meet with can result in time delays, risking the chances of you closing the deal. While you’re building a custom proposal,
“Runner’s High” For Salespeople The same way that endorphins play a role in supporting our physical well-being, they can also improve performance and reduce stress in our sales day. Starting and finishing your day
Human Connection Is Irreplaceable Dress appropriately for the situation and audience— it’s the little things that close the sale. Do research on who you’re trying to sell to and a personalized follow-up email after
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
Succeeding in sales requires a lot more effort than it used to. I love watching sports highlights on television, especially segments like “Plays of the Month”. What always stands out for me is the
First, get over the fact about how you don’t want to text somebody because it may cost them. If that’s your reason for not texting, then you are a member of the flat earth
I’ll admit it’s an individual call, dependent on any number of factors, but here’s the deal as I saw it. As a salesperson, I can’t make excuses and I have to be in control
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. It’s universally known that sales professionals hate cold calling. And, yes,
Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in
It is a proven fact that when a customer comes into a business and asks specifically for a particular salesperson, the closing percentage is 60% or higher than a person who is drawn in
Sales Myth: If I provide great customer service I will never have to prospect Sure, that sounds great. Providing great customer service is what every company and salesperson feels they need to be doing.
I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually fine tune their prospecting process. The biggest problem I
Salespeople sometimes treat LinkedIn like just another cold prospecting tool, and they end up engaging their prospects in a pretty abrasive way. A few weeks ago, I received a LinkedIn message from a user
Ah, the life of a salesperson. Perpetually condemned to sleazeball status, pushing unneeded or unwanted services on prospects who have no interest in those wares, only to run off into the sunset with briefcases
“I’m not sure if I have the right people and I am not sure if they’re doing the right things.” — Every Leader I’ve heard this from countless CEO’s, Sales Leaders, and Business Owners over
Understanding how to create an impression that stands out is the way to close the sale in 10 seconds or less. Actually, great sales people can do it even faster IF they make a
In this economy, asking whether you need to sell online or in person is like asking which came first, the chicken or the egg. I was keynoting at a conference last week, when a
In this article, Mike Brooks encourages sales teams to ask themselves what’s really holding their prospects back from buying. The holidays are upon us and guess what? The teams I’m working with are still
Here are some of my favorite screw-ups. Those funny stories that I have seen many of my fellow sales professionals make – me included. Ever realize how much you can learn from watching other
If you don’t invest the time and effort in your projects, you will not enjoy exceptional results. Doesn’t your business deserve the most impressive product possible? Have you ever made spaghetti sauce from scratch
In a world that’s getting noisier by the day, the longer you wait to reveal yourself, the likelier it is that you’ll find yourself stuck in the visibility vacuum. For months (or maybe even
