A sales rep shouldn’t be your only business-development plan any more than email campaigns can be your only lead-generation tactic. Sales are up. Leads are coming in. We don’t need to keep paying for lead generation, do we? Let’s save…
You see, when you are with a prospect, you only have so much time before your meeting ends. Once you leave that meeting, your opportunity is only as good as the information you receive. The information you receive is generally…
If you know that everything hinges on choice, then I imagine you want to make more decisions that drive higher sales, a larger bank account, and accelerates your personal growth, right? What would you say if I told you that…
Start by asking yourself the question: “What problem needs a solution?” What Can We Learn from the Ventures of Elon Musk? It wasn’t enough that Elon Musk founded and later sold PayPal (for $1.5 billion!). He has since gone on…
On this podcast, Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss the keys to getting real ROI from your sales organization.
When prospects put up emotional walls and smoke screens that impede discovery, this technique can get them to open up and tell you everything.
Top sales performers and successful small business owners embrace the human touch and are viewed by their constituents to clients as “valuable.” These individuals make time to stay human. In what is still a difficult selling environment, there are a…
Salespeople know what to do, however, when they hear a ‘buying signal’ they get excited and emotions start running the meeting, not consultative selling skills. You have all probably been a victim of this selling scenario. You are buying a…
It is imperative that all employees understand how they are profit centers and how all these profit centers connect to the bottom line. Certain paradigms exist within each business culture. These paradigms are philosophical frameworks from which generalizations are formed.…
When you provide the right solution for the right problem, you will never ever need an elephant gun to kill a fly. How many times do salespeople, especially those involved in services, attempt to sell or employ an elephant gun…
Often, when a sales rep knows the right way to ask for the sale, they’ll be more inclined to do so! This common error costs more sales than most sales leaders are willing to admit. Here’s the thing, you could…
Your buying vision needs to be closely linked to the specific customers you are looking to do business with. Create a vision in their minds about why they should buy from you. It sounds like a cliché today, but there…