Virtual Selling Best Practices (And The Most Common Mistakes)
Ray Makela is an author, speaker, and business executive with 25 years of management, consulting, and sales experience. In this episode of The Salesman Podcast, Ray explains the best practices for virtual selling and what some salespeople are getting wrong. Resources: Ray on Linkedin SalesReadinessGroup.com Virtual Selling was also covered on this episode of This […]
Sales Coaching Fails, Digital Selling And Face Tattoos
On This Week In Sales we’ll be looking at: New study shows that 60% of sales coaching is “random or informal” 80% of B2B Sales Interactions Between Suppliers and Buyers Will Occur in Digital Channels by 2025 We question if tattoos affect your sales career? Is there a new sales role incoming – The VP […]
How To Identify Your Best Buyers (And Uncover Where To Find Them)
Jeff Koser is the CEO of Zebrafi and has more than 30 years of experience in leadership roles in sales, operations, and marketing. He is also the award-winning co-author of Selling to Zebras. In this episode of The Salesman Podcast, Jeff explains how to uncover your ideal buyers and where to find them in the […]
How The CIA Closes Deals (Hypnosis, Interrogation And More)
Dan Crum is a former Polygraph Examiner and Special Investigator for the CIA. He is also a Certified Hypnotherapist and spent time working for Tony Robbins where he learned Coaching & Consulting. In this episode of The Salesman Podcast, Dan shares how the CIA Method can be used to take control of the selling conversation […]
What Lock-Downs Mean For Sellers and The Best Virtual Selling Books
On THIS WEEK IN SALES we’ll be looking at: The continuing lock-down and further furloughs for months to come and how this effects sales professionals Hubspot announced “Sales Hub” tools for end-to-end sales process within the Hubspot platform Jeb Blount’s and the Rain Groups books “Virtual Selling” And much more… THIS WEEK IN SALES hosts: […]
#662: Becoming Extraordinarily Productive In These Extraordinary Times With Geoff Woods
Geoff Woods is the Vice President of The ONE Thing and the host of The ONE Thing podcast which is in the top 5% of all podcasts in the world. On this episode of The Salesman Podcast Geoff explains how we can become extraordinarily productive and so achieve extraordinary results in our sales roles. Resources: […]
The Science Behind Why You Procrastinate (And How To Overcome It Quick!)
Oh, so you finally got around to reading this post… Are you a procrastinator? That’s not good news because procrastinating on your sales activities can be really painful. I know I’ve procrastinated on calling back an annoyed customer only to have them get even more frustrated, angry and then call my sales manager to complain. […]
12 Signs You Were Born To Work In B2B Sales
Have you ever been told that you’re a natural born salesperson? Or maybe the opposite. Maybe you work in sales but you fell into the role and you don’t think it comes naturally to you at all. Well most people get their opinions about salespeople from films, the media and out of date stereotypes. If […]
5 Signs Your Sales Prospect Isn’t Serious (TIME WASTERS)
How many of the deals in your sales pipeline end up being “no decisions”? 24% of all the deals in an average salesperson pipeline end up in the no-deal-limbo. The no-deal-limbo is the weird space between a buyer saying “yes” and a buyer saying “no”. They’re the deals that when you’re sales manager asks you […]
“It’s Not A Good Time To Buy” How To ELIMINATE The Sales Objection
ttps://youtu.be/w0lGbAx3onU “It’s not a good time to buy…” I bet you’re probably hearing this objection quite often right now. It’s not surprising right? We are in the middle of a global pandemic could return for a second wave at any moment and the biggest finical crisis of the decade… So how do you deal with […]
Multi-Million Dollar Cold Email Prospecting Template
Josh Braun shared a story and email template a little while back on The Salesman Podcast. Josh shared how a single email lead to a massive deal for his company all because the email did a few specific things. The email – Uncovered a problem for the buyer. Created a hypothesis about what was causing […]
How To Leave An Effective Sales Voicemail (With Examples)
When leaving a voicemail you have three goals. The interesting thing? None of these goals are to have your buyer call you back… Want to know why getting a call back is a bad goal for you voicemail? Then stay tuned. THE GOALS OF VOICEMAILS Real talk, have you ever had someone who is a […]
Use “Spider-webbing” To Drastically Improve Your Sales Prospecting
Lance Tyson is the President and CEO of Tyson Group. He facilitates, trains, and conducts over one hundred workshops annually in areas such as performance management, leadership, sales, sales management, customer service, and team building. In this episode of The Salesman Podcast, Lance explains what “spider-webbing” is and how you can leverage it to drastically […]
Close BIGGER Sales (Key Account Management Strategy)
Are you an account executive? In today’s video I’m going to share how you can hit your sales targets easier, by prospecting less. You’re going to learn how to uncover the key accounts that will knock massive, sledge hammer sized holes in your sales target rather than chipping away at it, with crappy small deals. […]
6 INTEGRAL Sales Personality Traits: Are You A Natural Salesperson?
Do you have what it takes to have success in sales? Now of course, you need to work hard, have the right sales process and strategy to have success in sales… but there’s something else you need as well. You need the personality traits of a high performer. Let me ask you this, have you […]
When Clients Say, “Let Me Think About It.” You Say, “…”
Have you ever had a buyer who was extremely qualified, they had the budget to purchase and they came through your entire sales funnel… Turn around as you closed them and say “I need to think about it?” I’ve been there. It sucks. You’ve invested so much into this deal and it’s feel apart right […]
Sell Anyone Anything (Using The Reality Gap)
This post is a quick and dirty one. Want to know how to sell anyone, anything? Using the “reality gap”? Then stay tuned. What is selling? Before you can sell anyone, anything, you need to understand what selling is. Luckily I can explain it in around 5 seconds. Selling is getting somebody else to do […]
How To Avoid The “Sales Presentation Trap”
Scott Stiefvater is an executive speaking and presentation coach. He has been coaching industry leaders to speak with confidence, power, and authenticity for almost a decade. In this episode of The Salesman Podcast, Scott shares what the “presentation trap” is and how to avoid falling into it. Resources: Scott on Linkedin @SStiefvater ScottStiefvater.com Sales School […]
How To Change Someones Mind (And Win A Sale)
Have you ever tried to influence a potential customers buyers decision? Of course you have. It’s something that all salespeople have tried to do. But most salespeople fail at it because they make one huge mistake. In this post I’m going to share what that big mistake is and how to fix so stay tuned. […]
2 Simple Steps To Close A Sales Deal
The Question The Answer Hey Qukier, this is easy. Use the two-step process we teach at Salesman.org in our Closing 3.0 training. To close any sale all you need to do is ask – “Does it make sense to…” So you’d ask – “We’ve been through our consulting capabilities now, does it make sense you […]