In Sales, You Are Always Where You Deserve To Be
A big shoutout to the HubSpot Podcast Network for supporting this episode. Stay inspired with more podcasts that help grow your business at HubSpot.com/podcastnetwork. Welcome to the “performance improvement plan”. This is a new series of short-form podcast episodes that I promise to put together and will continue to publish as we move into and […]
5 Questions To Uncover The Buyers REAL PAIN
Killing it in sales is all about one thing—alignment. Is what you’re selling the solution to your prospect’s problem? Does it alleviate their pain points? The tricky thing though is that 95% of the time, prospects only tell you about their surface-level pains. But to close a deal successfully, you need to be able to […]
Value Proposition Design Framework: Find Your Ideal Buyer
The value proposition is a foundational component for any successful sales department. It tells salespeople like you which demographics to target. It clues you into your buyer’s biggest hopes and fears. And it guides your strategy for closing deals and earning that oh-so-sweet “yes.” But what happens if your value proposition is wrong? What if the […]
7 PROVEN Ways to Increase Sales Productivity 🚀
Eventually in your sales career, you’re going to hit a maximum effectiveness at winning business. “You can’t squeeze blood from a stone,” as the old saying goes. But that doesn’t mean you’re stuck where you’re at. If you want to drive more deals now, you’ve got to increase your throughput of sales leads. And that […]
Qualifying Sales Leads: Increase Close Ratios by 500%
When it comes to qualifying sales leads, more doesn’t always mean better. Notably, if the sales leads are not qualified. You could spend hours each day and still only manage to close a measly 1-3 leads out of a hundred. So, how does a B2B lead qualification process work? What systems can you employ to […]
How To Write a Follow up Email After No Response (+ Templates and Best Practices)
Getting ghosted is every sales professional’s nightmare. You think everything is going right—the prospect is the right fit for your target audience, your product is within their budget, and they are genuinely interested in buying it—until it’s not. No response. Missed calls. Just pin-drop silence. You can’t understand what the hell went wrong. Don’t worry, […]
Ultimate Guide To Close The Deal (+ 10 Examples of Closing Statements)
You’re familiar with the dreaded drill: find potential clients, connect with them, present your solution, but somehow don’t end up closing it. Maybe your prospect cannot afford what you have to offer or ditched you for a competitor. Perhaps they decided to hold off deciding until the next quarter. Why is this happening? Where are […]
The OBVIOUS Secret to Closing BIGGER Deals
Want to know what separates your everyday sales rep from the high-earning pros? Focus. And not focus of mind. But focus of strategy. The real pros know smashing through quotas is all about working key accounts—clients with exceptional revenue potential. So, how do you identify and work key accounts so you can start bringing in […]
Discount Request? 4 Simple Phrases to Turn It Around in Seconds
How often have you heard this – “Look, we really love your product, but it’s outside of our price range. Can you offer any discount?” Offering discounts can be a great way to speed up a slow-moving deal. But if you’re adjusting price before negotiations begin, you’re doing a serious disservice, both to yourself and […]
Are You A Pushover? – 6 Steps To Sales Assertiveness
Let me ask you, how many times have you had to bite your tongue with buyers? Or let them strongarm you, maybe into an unreasonable meeting time or even a discount? And worst of all, you feel like you have to do it if you want to win their business? Well guess what? That’s complete […]
5 Most Powerful Sales Questions To Ask Without Sounding Salesy
A successful sales rep is a curious sales rep. And when you ask potential buyers the right questions during discovery, you’ll get some powerful takeaways to better qualify leads, drive enthusiasm, and boost your chances of closing. In today’s post, I’m breaking down five of the most powerful sales questions to ask potential buyers. And […]
B2B Sales Is A Numbers Game – And Here’s How to Win
It is common for sales managers to say that sales is a numbers game. If this is what you have been told you may be wondering what this statement means. The simple explanation of what this statement means is that more activity leads to more sales. But this still leaves you with questions like: What […]
This Cold Email Subject Line Is A CHEAT CODE
Cold email is one of the best tools in your sales rep toolbox. But there’s just one problem—if your emails aren’t getting opened in the first place, then all of your efforts (the clever copy, the personalization, the research) will all be for nothing. THAT’S the importance of a great subject line So, what’s the […]
4 Secrets to Driving Urgency in Sales
One of the absolute best ways to scale your sales earnings is by speeding up your sales cycle. You know this. But how often do you still get hit with “maybes” and “I’ll think about its” when you’re trying to close? The problem—they don’t feel the urgency. And sorry to say, that’s on you. Here’s […]
The Book That Changed How EVERYONE Sells
Believe it or not, there wasn’t a whole lot of data out there on sales techniques in the past. A lot of the industry was based on “feel”, “intuition”, and “charisma”. That is until one revolutionary book came along and turned the business of selling on its head in 1988. And the research-driven techniques this […]
Using GAP SELLING To Make Objections And Closing OBSOLETE
Keenan is the CEO and President of a sales consulting firm, A Sales Guy Inc., and was named one of the top 30 social sellers in the world by Forbes. In this episode of The Salesman Podcast, Keenan is explaining what “GAP Selling” is and why relationships, objections, and closing in sales are dead. Resources: […]
How To Use Deal Management To Win More Business, In Less Time
As a sales professional, you’ll often find yourself working on more than one deal at once. You’ll hold conversations with different people with different needs and viewpoints. You want to close each of these effectively to ensure you keep smashing your sales quotas. Staying on top of all this can leave you overwhelmed, confused, and […]
A Rough Quarter Ahead for Salespeople (How To Actually Set More Meetings)
Do you feel that? You can practically smell it in the air. *Sniff* *sniff*—a recession is coming. Are YOU prepared? If you want to come out of this economic dip intact, you need to start preparing. Like NOW. And one of the best ways to do that is by setting MORE meetings and begin the […]
How To Steal Your Competitors Business And Eat Their Lunch
Anthony Iannarino is an international speaker, author, and experienced sales leader. In this episode of The Salesman Podcast, Anthony shares how we can take business from our competitors and essentially “eat their lunch”. Resources: Book: Eat Their Lunch: Winning Customers Away from Your Competition TheSalesBlog.com @Iannarino Book: The Lost Art of Closing: Winning the Ten […]
How To Destroy The Most Common Sales Objections
Here’s an eye-opener for ya—92% of sales reps quit after hearing “no” four times. But it turns out 80% of prospects say “no” four times before saying “yes”! The lesson here? Sales objections happen. But success boils down to how you respond to them. That’s why in this video we’re covering how to respond to […]