Archives

How to Ask for Referrals: The 4-Step Framework for B2B Sales

One of the biggest mistakes in the world sales reps tend to make is that they abandon a buyer relationship after a purchase. After all, what do they have to offer after you’ve already earned a commission from them? But saying “sayonara” that quickly shuts off your pipeline from the absolute best type of lead […]

Instant Influence: The Best Sales Persuasion Techniques

Persuasion techniques in sales get a bad rap. With the right mastery, certain sales gurus claim, they can be used to hypnotize prospects into buying practically anything. Much like a captivated cobra following the pipe of a swaying snake charmer. But sales persuasion techniques aren’t for ripping off marks and suckers—if your product doesn’t have […]

75 Inspiring Sales Quotes To Motivate Sales Professionals

Being a sales representative is tough. You’re always on the grind, chasing leads and trying to close more deals. However, you need some motivation to crush your sales quota at times—a reminder of why you love what you do. Or perhaps you need a morale boost after losing a sale you thought you would close. […]

5 Best Sales Training Programs for Modern Sales Representatives

Research suggests the best sales training can improve a sales representative’s performance on average by 20% and every dollar invested in sales training returned to $29 in incremental revenues. However, not every sales training program is worth your money. Sales training programs can be courses, tutorials, certifications, seminars, or simulations designed to make salespeople better […]

How to Close a Sale—B2B Seller’s Guide to Closing Like a Pro

Few things are as nerve-wracking for a salesperson as closing. There’s just something about coming right out and asking for their business that drives dread into the heart of even the most experienced rep. The anxiety, the rejection, the vulnerability of it all. But more than anything else, there’s the tension of realizing, “If they […]

Digital Sales Rooms: The Future Of B2B Sales?

George Donovan is the Chief Revenue Officer of Allego, where he’s responsible for achieving the company’s customer acquisition and sales goals. In this episode of the Salesman Podcast, George explains what “digital sales rooms” are and how B2B salespeople can use them to influence their buyers’ journeys. Resources: Allego: Sales Enablement Platform George on LinkedIn […]

What Is Sandler Sales Training? Everything You Need To Know

Trying to improve selling skills can deliver lasting results—provided you approach sales training properly. One of the best ways to up your selling game faster is to follow proven sales methodologies and selling systems. Thanks to the brilliant minds behind them, you get a set of predefined actions and steps to follow that make it […]

Using Strategy Rather Than Hustle To Win More Sales

Troy Sandidge is an award-winning marketing strategist, the host of the iDigress podcast, and the author of Strategize Up: The Simplified Blueprint to Scaling Your Business. In this episode of the Salesman Podcast, Troy explains the power of leveraging strategy to win more business and build a bigger life. Resources: Troy on LinkedIn The iDigress […]

Negotiation Tactics: A Logical Framework for Win-Win Deals

Sooner or later, every professional salesperson will need to sit down at the negotiation table. And when it comes your time, you’d better hope you’ve prepared by learning the most effective negotiation tactics beforehand. Now, maybe you’ve never had to negotiate before. You’d lay out your product specs and price points, and end-users would decide […]

From Sales Trainer To Crypto Billionaire… Kinda

On this week in sales we’ll be looking at – The crypto BILLIONAIRE I inadvertently had on the Salesman Podcast… New LinkedIn Sales Navigator updates The labor shortage SALES NEWS: Alleged crypto launderer Heather Morgan led a second life as the world’s worst rapper Earlier today, the Department of Justice announced the arrest of Ilya […]

Software Sales Jobs: How to Snag That Tech Sales Role

Larry knew he wasn’t the model fit for a software sales job. While he did have credible selling experience, a lack of tech background seemed too big a factor to ignore. Does this mean Larry should give up his dream of becoming a part of the SaaS world? Of course not. If you, like Larry, […]

Why We’ll Always Need Sales People

Roland T. Rust is a distinguished University Professor, David Bruce Smith Chair in Marketing, and author of The Feelings Economy: How Artificial Intelligence Is Creating the Era of Empathy. In this episode of the Salesman Podcast, Roland explains what the “feelings economy” is and why more artificial intelligence might be a good thing for sales […]

How To Listen (And Instantly Improve Your Sales Prospecting)

Michael Reddington is a certified forensic interviewer and the president of InQuasive Inc., where he uses his background in forensics and understanding of human behavior to teach businesses how to use the truth to their advantage. On this episode of the Salesman Podcast, Michael explains the 6-levels of listening and how they’ll improve your prospecting, […]

Chief Sales Officer: What It Is and How to Become One 

From an amateur sales representative to a proven vice president of sales, you‘ve worked your way up the corporate ladder. But you’re not done yet. Its time to level up further and continue your growth. Considering your experience and expertise, aiming for a sales leadership job should be your obvious next move. A role that […]

Master The Upsell With This Proven Product Upselling Framework

Quick—what part of your job do you enjoy the least? If you’re like most salespeople, you probably said prospecting. All the cold emails, the endless follow-ups, the calling, and the relentless slog of “no” after “no.” While there’s a time and a place for prospecting, if you’ve already got a long list of current clients, […]

Practicing Your Sales With AI? Upselling? And More!

On this week in sales we’ll be looking at; AI on video calls, revenue operation platforms, answering your questions and much more! SALES NEWS: ZoomInfo Expands Global Operations in London ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced it has expanded its global operations in London and named […]

The Art and Science of Creating Good Luck In Sales

Is it possible to create luck in life and in business? On this episode of the Salesman Podcast, Dr. Christian Busch explains what luck is and how salespeople can generate more of it in their selling endeavors. Dr. Busch is the author of The Serendipity Mindset and one of the world’s leading experts on innovation, […]

Objection Handling Made Simple: The Proven 3-Step Framework

Few things are more infuriating than having a product you know is perfect for a buyer, but continually getting shut down, time and time again. “We don’t have the budget.” “We’re happy with what we have now.” “I don’t see the value in what you’re offering.” These are sales objections. And they are usually the biggest hurdle […]