Having A Common Sales Language Prevents Miscommunication The language we use is key to the success of all sales organizations. Most companies share a common corporate language, and that lingua franca is English. Even
Mastering The Art and Skill of Sales Negotiation Negotiating is one of the most important skills you can learn. However, by understanding the common difficulties faced during negotiation and arming themselves with the right
Want To Be More Successful in 60 seconds? Maximize your sales success potential by making your minutes matter. A minute isn’t a lot of time…just 60 seconds. What you do with those minutes can make
Why Leadership May Be The Most Important Sales Trait “Sales is leadership and leadership is sales.” It’s been said that to be a successful salesperson, not only do your listening skills have to be
On this episode of the Sales Gravy Podcast, Jeb Blount (Sales Gravy CEO and author of Sales EQ) and Graham Hooper (CEO of Ellison Technologies) discuss the keys to leading your sales team in
Sales Preparedness is the Hardest Part of Sales Effectiveness Sales preparedness is usually a reflection of personal preparation. Get ready. Get set. Go! The hardest part is “get ready.” In sales, it’s known as
How NOT To Respond to ‘No’ There are six common mistakes salespeople make when they hear “no” from a prospect. They might take it personally, not understand the reasons for the rejection, and give
On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee’s for Closers, Tony Morris, dive into the art of great discovery, how
Email Prospecting Doesn’t Work If Your Email Gets Deleted Crazy busy prospects make decisions to read or delete your prospecting email in 3 seconds or less. This is the Glimpse Factor. Three Seconds to
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.
Pay attention and adapt your style to that of your prospect and customer. I work with great salespeople and the most successful know how to connect with a variety of buyers. Salespeople are taught
Stop thinking your job is done when the contract is signed. Stay on the ground. Remain active even after the deal is closed. Redefine Closing the Sale It’s time to reframe how we think
To create true sales predictability (and avoid Sales Whiplash), it’s critical to consider both independently, and to have your pipeline numbers influence your forecast output. Drastically Refine Your Sales Pipeline This Year Understanding that
When you are winning deals, it’s easy to slip into a euphoric mindset and completely forget about the process that got you there in the first place. Out of all the sales rules, there
What would happen to your business results if you just said “no” a little more often? Building business demands that you, as the solo professional, wear many hats. In wearing all of these hats,
No matter what type of company you have, there is always a need to find new customers. That’s what sales prospecting is all about regardless of the fancy name you give it. Early in
I want to believe that sales professionalism has evolved. I want to believe that at this time, everyone “gets” that the buyer matters most in the sales conversations. Yet, that isn’t what I’ve experienced.
If sales people (especially in a consultative sale environment) don’t learn the fundamentals of a consultative sales process, they will just stay mediocre at best. So, what are some of the basics that are
For both parties in this exchange, there is a lot at risk at this moment. This is why a collaborative selling approach continues to be important…This approach ensures that your mind is engaged, before
Objections frustrate sales reps to the point of them developing some serious call reluctance. Don’t you wish that you, and your team, had a proven approach that actually works? Every month, I get emails from
Prospecting is the price you have to pay in advance for success in sales and the income you want. -Jeb Blount In this episode of Level Up: From Agent to Entrepreneur podcast, featured sales
Prospecting Machine Jeb Blount and Adam H. Michaels talk sales, prospecting & more! The Lighthouse with Adam H. Michaels · Jeb Blount | The Prospecting Machine From dealing with crazy rejections to what makes a
That stumped him. And that’s the whole point. Most sales reps sell just like he does: leading with features and benefits sure that if they just say the right one or ones, in the right
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,
