The buyer’s journey has changed. With the internet at our fingertips, consumer’s have the ability to research and compare solutions like no generation before. They also have access to mountains of user generated content like peer reviews – which are trusted nearly as much as referrals. More empowered buyers has resulted in longer sales cycles….
Sales organizations are more challenged than ever with a connected world, complex offerings, and what seems like an endless world of prospects. Without a strong sales territory plan, sales teams may feel all over the place, and as a result may not be producing the best results for your customers or your organization. If you’re…
Problems Connecting Are you having trouble connecting with your prospects with LinkedIn messaging? Are you unsure of how to reach out to new connections, or reconnect with previous connections? You’re not alone. Many people are told that their business can thrive with the help of social networking and utilizing LinkedIn in particular, but without specific…
Getting the most our of your sales reps is the goal of every manager. For some it comes more naturally, just like a good coach that knows the right levers to push and pull to turn a rag tag group into a championship caliber team. But for the rest of us, learning how to motivate…
When it comes to sales prowess, good ‘ole Tommy Boy is the master of the money-back guarantee, a risk-reversal technique. There’s a little-known, well-hidden closing technique that you’ve likely never heard of called “risk-reversal language”. It’s an exceptionally effective strategy that’s very easy to add to your bag of tricks. There’s a good chance you’ve…
NLP stands for Neuro-Linguistic Programming. You may have never heard of it, but it’s time you learn about the process and how you can apply NLP in sales. Background It was originated and developed by John Grinder and Richard Bandler in 1975. Grinder had a background in linguistics and Bandler had a background in mathematics…
Your tone in a sales pitch is absolutely critical to your success, and the message being communicated. How you say certain things has a direct impact on how well the message will be received. Think about how you communicate with prospects at all stages of the sales process. You use three different methods to get…
How much easier would your work-life be if no one ever complained? If managers didn’t have sales reps complaining about the number of appointments being set for them or canvassers complaining about how nobody is answering, work would be a lot less stressful and a lot more enjoyable, retention would go up, engagement would increase…
The 10 things that require zero talent have been widely publicized and shared, so much so that some have come out and said these things do require talent. Tom Gimbel of TIME is one of those people. I suppose it depends how you choose to look at it and the mindset you have, but in…
