“Nowadays people know the price of everything and the value of nothing”. — Oscar Wilde When looking for the biggest roadblocks to sales success, one reason, in particular, stands out for many sales professionals. Simply put, it’s the inability to communicate the value of a product or service. The second biggest roadblock tends to be difficulty in […]
Read more“In the real world outside economic theory, every business is successful exactly to the extent that it does something that others cannot”. – Peter Thiel I was at my favorite restaurant last week and the time it took to get seated was twice as long as on my previous visit. A quick check with the […]
Read moreFor Part 1 of the Essential Selling Skills Bootcamp, click here. For Part 2, click here. “The brutal fact is the number one reason for failure in sales is an empty pipeline and the root cause of an empty pipeline is the failure to prospect.” ― Jeb Blount Learning Summary Learn how to strategically balance prospecting across the […]
Read moreSales rejection and objection; does it matter which comes first? In sales, these two emotions keep 90% of salespeople from prospecting. Our fear of rejection may have begun in the distant past when being rejected by your tribe meant you were kicked out of the cave and the T-Rex’s next meal. Baptism by Fire Maybe […]
Read moreA good rep who is constantly building rapport in sales knows that they must always be ready for surprises. A great one, on the other hand, uses a specific set of skills to reveal the surprises they are certain to exist. You should be ready to question assumptions, stay open to all possibilities, and remain […]
Read more“To reach your audience you have to help them “get it,” by portraying your business concept in simple, concise terms that make them understand and want to know more.” – Lonnie Sciambi In the sales world, the manner in which you introduce yourself sets the stage for the conversation that follows. This could be at […]
Read moreSemper Paratus – Always Ready Real success in sales is never formulaic. It comes from the desire to exceed expectations. This type of success is also always multi-layered. So, while there is no formula for sales success, there are certain aspects that must be respected. I have observed over the years that the sales professional […]
Read moreWhile browsing sales-themed websites and blogs, you might read about the “new era of sales”, stating that sales has evolved tremendously this last decade. Well, it did, because it had to. Make no mistake about it, sales professionals did not initiate these changes, the consumers did, just like they always have. Today, prospective buyers have […]
Read moreAs a sales leader, I can assure you that selling is a profession that is constantly changing. Some would even say that the profession is harder these days than in the past. Still, there will always be top-notch performers. I have spent many years trying to learn their secrets. Here are some of my observations. […]
Read morePresently, there’s a lot of light shining on women in the place of work. However, tech sales is another area where women are taking critical seats in the uppermost echelons of the businesses. Now more than ever, there is a noticeable increase in women dominated in industries. Industry statistics show that 25% of salespeople in the […]
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