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 […]
How We’re Making Outbound Selling Simple In 2022
In this short podcast episode I explain what we did right and wrong in 2021. Then we get into what we’ve got in store across 2022 as we look to expand our sales training platform.
Cold Calling Definition: A Sales Rep’s Complete Guide
As a sales professional, your ultimate objective is to boost sales. This makes sense as, without sales, there won’t be any revenue, and without revenue, a business cannot survive in the long run. What doesn’t get enough attention is the role of customers. Without customers, you’ll have no one to buy your product or service. […]
Inside Sales vs Outside Sales: A Sales Rep’s Perspective
Inside sales and outside sales strategies are blending in today’s world. However, there is a difference between the two sales approaches, and it’s pretty significant. Understanding inside sales vs outside sales will help you determine which sales role would be best for you, depending on your career goals and selling skills. This Salesman.org guide will explain what […]
How to Answer The ‘Why Sales’ Interview Question And Get That Sales Job
Sales managers ask all kinds of questions during a sales interview. Some are generalized, some focus on your selling skills and experience, and some are just… burning and tricky. The interviewer assesses how fast you can think on your feet and how good you’re at selling yourself based on your responses. Your responses differentiate you […]
Cold Emails That Get Replies: Simple 4-Step Framework
Few tools are as essential to B2B marketing success as email. Sure, in the old days, all you’d need is a phone, a stocked Rolodex, and 6 cups of coffee to be closing sales left and right. But today, business is done over email. And when you do it right, it’s the absolute most efficient way […]
Inbound Leads: The Secret to Scaling Your B2B Sales Success
The world of sales is changing. Back in the day, salespeople relied heavily on outbound lead generation—cold calling, dropping by the office, etc. But over time, these methods have become less and less effective. And today, buyers are spending more than half of the sales process educating themselves about the product. No salesperson is required. That’s why […]
8 Sales Closing Questions and Statements That Actually Work
It’s happening again. Your prospect is postponing the deal. However, they seemed interested during the demo and were enthusiastic about your product, so why don’t they sign the contract? Closing deals is one of the more nerve-wracking aspects of being a sales professional. There’s always a chance your deal won’t pan out. Anything can go […]
The Best Way to Answer ‘Sell Me This Pen’ in an Interview
“Sell me this pen, “says the interviewer. Sitting for your sales job interview, the question isn’t unexpected. You knew the interview was likely to ask it, but the question is how to tackle it in a way that gets you the job. What’s the right approach? “It’s a matter of supply and demand” was The Wolf […]
Learn How To Describe Your Sales Experience and Secure That Job
“Describe your sales experience?” “Tell me more about your sales experience.” “How many years of experience do you have in sales?” Your employer will have questions concerning your selling experience to assess your ability to do the sales role you’re applying for. How you choose to respond is going to make or break your interview. It’s […]
5-Step Cold Calling Framework For Simple, Consistent Wins
Another month’s gone by. Despite all the cold emails you’ve sent, the phone still isn’t ringing. And now, you’re left scrambling to make your quota. Something’s got to change, and you know it. It’s a story all too familiar to sales reps. But, unfortunately, the same ol’ tactics just aren’t working anymore. And though you’ve avoided the […]
How To Use MEDDIC and Meet Your Sales Quotas: A Step-by-Step Guide
You didn’t meet your sales quota last quarter. You can’t help but wonder what’s broken? Your sales process? How do you fix it? What measures can you take to close more deals? Despite what you think, the issue may not be your sales pitch or salesmanship. It could be the people you’re selling to—the quality […]
How To Find And Close Your Dream Sales Job
Rob Barnett is the author of NEXT JOB, BEST JOB and an experienced headhunter connecting the best candidates with hiring managers. On this episode of the Salesman Podcast, Rob Barnett explains what you need to do to find and then close your dream sales role. Resources: Rob Barnett Media Book: Next Job, Best Job: A […]
5 Best Sales Pitch Examples and Tips And Why They Work
A good sales pitch makes all the difference between a failed deal and a closed deal. That’s why it’s such a massive part of the selling process. A sales pitch is your attempt at selling your product or service. It should ideally be a persuasive and engaging speech that communicates the value of your offering […]