Sales Force Optimization: The Secret to Long-Term Selling Success
You have a good sales process in place. Prospecting, lead qualification, closing deals… everything is clearly laid out, and your sales team follows it to the T. You’re doing well, but you know they can get more prospects and win more deals—they can be more. So what’s the issue? Where’s the loophole? It’s your sales process—or […]
Business Development Representative: Job Description, Skills, and Salary
There’s no secret that sales titles can get tricky—and confusing. Account manager, sales account executive, sales account specialist… you feel us. But one sales title to keep hearing about is business development representative. Your friend in sales wants to become a BDR, while another just landed the job. You can’t help but wonder what the […]
12 Essential Principles Of Selling
Whether you’re new to the industry or an experienced salesperson, it’s vital to have a firm grasp of the basic principles of selling. Failing to adhere to these essential sales principles means you risk losing prospects and sales. This guide will take you through the fundamental rules for successful selling and explain what you should […]
How To Become An Inbound Closer: Everything You Need To Know
A few years back, hard-hitting sales tactics were all the rage. Salespeople relied on bulk emails and cold calls to close deals. These days, customers have rejected these outdated sales tactics and prefer to build relationships with the businesses they are buying from. As a result, the industry has shifted towards a new way of […]
How To Sell Without Selling: 6 Tips To Stop Being So Salesy
Sales professionals are advised to “avoid being too salesy “or “learn how to be less salesy.” Regardless of how ironic it sounds, this is good advice. In their book Never Be Closing, authors Tim Hurson and Tim Dunne explain how the majority of sales tactics are designed to sell to strangers with the sole purpose of […]
The 4-Step Framework To More Effective Remote Selling
The world looks a lot different today than it did before 2020: the masks, the travel protocols, the hand sanitizers. But perhaps the most monumental change is the shift to remote work and remote sales. A whopping 72% of white-collar workers report doing their jobs remotely these days. If you’re a professional salesperson, you’re probably one of […]
Why “Getting Press” Makes Winning New Business Easier
Dustin Siggins is the Founder of Proven Media Solutions, a communications and business strategy firm. In this episode of The Salesman Podcast, Dustin explains what it means to “get press” and how individual salespeople can use this strategy to build more trust at distance and establish themselves as experts in their niche. Audio: [spp-player] Timestamps: […]
6 Simple Sales Presentation Tips To Close More Deals
The big day is almost here. You’ve built a strong relationship with a mammoth new client. And over the past few weeks, you’ve generated strong rapport. All that’s left is winning them over with an engaging sales presentation. But you know the templated sales deck your company provided won’t make the grade. And with a […]
14 Inspirational Sales Videos That’ll Get You Beating Quota
A successful career in sales is never a straight line. Filled with constant challenges and obstacles, it’s a miracle that more sales reps don’t give up. So, it’s not surprising that the average turnover rate for salespeople is between 34% and 55%. It can take the average sales professional up to nine months to become competent in their […]
6 Tips To Master Virtual Selling And Crush Your Sales Quota
Remember when the thought of having sales conversations and collaborating from home made your stomach turn? How do you make a good sales pitch when you’re in your kitchen? What if everyone’s laptops stopped working? Would talking to a prospect through a screen feel weird? Well, virtual selling became a reality for sales reps when […]
4-Step Process To Master NLP in Sales
Any salesperson worth their salt knows using the right words in a pitch means the difference between a monumental win and a colossal failure. But only the best sellers understand that there’s far more at play here than just words. There are plenty of other ways to subtly nudge buyers towards a yes decision. And […]
How The Pandemic Changed The Buyers Journey (And How To Leverage It)
On this episode of the Salesman Podcast, Christian Kinnear (SVP of International Sales, HubSpot) explains how the buyer journey has changed since the pandemic and what you need to do to take advantage of these changes. Coming soon. Resources: Christian on LinkedIn HubSpot.com Announcement: HubSpot’s EMEA MD on UK expansion and what it really means […]
8 Sales Philosophies to Simplify Selling and Skyrocket Your Win Rate
Every sales professional has one aim: more sales. Without sales, growth stagnates—which won’t bode well for your organization’s bottom line. And while securing deals is no easy feat, finding a sales framework that can be rinsed and repeated to ensure scalable, predictable, and measurable growth is entirely different. To be at the top of your […]
The Netflix Of Cars Sales? “Inclusive” Sales Training? And More!
On this week in sales we’ll be looking at: spaced learning, the Netflix of cars sales, “inclusive” sales training and much more! Sales news: CRM Marketing Company Optimove Secures $75 Million The funding will support continued investment in strategic hiring and M&A, expansion of the company’s Customer Relationship Management (CRM) Marketing platform, and rapid growth. […]
Want Superhuman Sales Skills? Then Try Tech-Powered Sales
On this episode of the Salesman Podcast Justin Michael and Tony Hughes explain how technology fits into the modern sales process and why you need to start leveraging tech sales to win more deals. Audio: [spp-player] Resources: Book: Tech-Powered Sales : Achieve Superhuman Sales Skills Justin on LinkedIn Tony on LinkedIn Transcript: Coming soon.
Powerful LinkedIn Prospecting: The 4 Dos and the 4 Don’ts
50% of salespeople are using LinkedIn to beat sales quota. Social selling is the new name of the game. In fact, 90% of C-level executives ignore cold calls altogether, especially since 84% prefer consulting social media before making purchasing decisions. As a result, cold calling to fill your pipeline is on its last legs. On the flip side, three-quarters […]
10 Sales Podcasts Every Sales Rep Needs on Their Playlist
How to become a fantastic salesperson? Some recommend becoming more empathetic to understand how to connect with customers; some suggest developing the kind of ego drive that makes you feel you have to make the sale. Both parties make strong points, but the easiest way (perhaps even the best) to learn effective selling is listening to sales experts […]
Tonality in Sales: The Secret To Instant Influence
You have spent hundreds of hours perfecting your sales pitch. You have researched your market and acquired a deep understanding of your potential buyer. However, your prospects don’t seem to be interested when you speak with them on the phone. Weird, right? Even if you feel confident, your vocal communication might be betraying you. Often […]
Tech Sales – The Lucrative Sales Job You’ve Been Looking For
With each new iPhone, self-driving car, and AI assistant that’s released, it’s clear that technology is advancing. And it’s advancing fast. In fact, Moore’s Law observes that the number of transistors (a.k.a. computing power) that can fit in a given space doubles every two years. But what does that mean for you, a B2B salesman? It means […]
How To Master The Art Of Selling (With Data, Numbers And Science)
So many skills, so little time! This may be what you are thinking regardless of where you are in your journey as a sales rep. Since sales is continually evolving, there will always be new information and skills to learn. If you seek ways to improve your sales skills, you may have typed “how to […]