Sales Tips

3 Ways Sales Reps Can Maximize Time Between Meetings

After twenty five years of sales, I've noticed one thing: sales people do a terrible job of scheduling client meetings. They waste time scheduling back-to-back clients across town from each other or trying to get to meeting at peak traffic time, and lose valuable time in the process.Selling is all about time management, and being in the right place at the right time is key. The salespeople who are on top every month are doing so much prospecting they accidentally…

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June 9, 2015
Sales Tips

3 Effective Ways to Nurture B2B Sales Leads

Staying on a prospect's radar can be tough for salespeople. People change jobs more often now, and that means they switch from being leads, gatekeepers, buyers, or decision makers. Salespeople often don't even know who their leads are or if they have the power to make decisions.That's where B2B lead nurturing comes in. But it's not a one-size-fits-all thing. It's about giving the right info to the right person at the right time.Lead nurturing involves both sales and marketing. Marketing…

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May 12, 2015
Sales Tips

How Cold Showers Help Cold Calls

Got cold feet about your next round of cold calls? You’re not alone. Call reluctance can happen to any salesperson, whether you’ve been on the job for two weeks or two decades.Cold call anxiety is inconvenient, but it’s not permanent. According to YouTube channel “The Art of Manliness,” your call reluctance is nothing a cold shower can’t fix.Take a look:Cold showers have benefits men have known about for centuries. The ancient Greeks, Romans, and Russians all bathed in cold water…

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April 16, 2015
Management Tips / Sales Tips

5 Ways to Quickly Qualify Prospects

Having a steady flow of prospects who interact with you, and hopefully become customers, promotes your company's long-term profitability. To do that, you need reliable methods for qualifying prospects. And not all of them are created equal. Before exploring how to qualify prospects, however, you need to consider the size of your market and the segments of the market you serve. For example, an auto parts manufacturer might want to focus on marketing to larger car dealers that would purchase a large volume…

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March 31, 2015
Management Tips / Sales Tips

What Sales & Marketing Teams Can Learn From The Air Force

For as long as businesses have been marketing and selling, the sales and marketing departments have been at odds. The struggle for power and recognition is ongoing and completely counterproductive, and sometimes an outright battle. But it doesn’t have to be that way. Ideally, marketing and sales teams would support each other’s role in making the company successful. They would share responsibilities and work together to increase traffic, generate leads, and convert sales. Let’s imagine for a minute that the…

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February 10, 2015
Sales Tips

7 Ways to Lose a Sale

After 20 years and 10,000 deals, I’ve seen some great attempts at closing a sale. I’ve also seen some very bad ones. Of course, those bad attempts resulted in losing the sale. But many times there is just as much to learn from someone who does it completely wrong as there is from a pro. Set aside your training guide and meeting notes for a second, and let’s look at seven sure-fire ways to lose your next sale. 1. Don’t…

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January 6, 2015
Sales Tips

4 Tips for the Introverted Salesperson

If you’re a struggling salesperson, it’s easy to think that great salespeople must've been born that way, not made. But nothing could be further from the truth. Sure, some people just have “that thing” that makes them immediately great at sales. But that’s not true for the masses. For most of us, and for introverts, in particular, getting ahead in sales means following a learning curve that builds up to a trajectory that propels you into success. Fake It Until…

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November 25, 2014
Sales Tips

A Day in the Life of a Successful Salesperson

There’s an easy way to identify a successful salesperson: Shadow them for a day and learn about their routine. Because what sets the most successful salespeople apart is the consistency of their daily routine. Often, making just a few adjustments in daily habits can mean the difference between doing alright and doing ridiculously awesome. If you were to take a close look at a day (or week) in the life of a successful salesperson, here’s what you’d see: Monday –…

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November 18, 2014
Sales Tips

5 Things Your Sales Script Should (and Shouldn’t) Include

Sales scripts have been a mainstay for as long as people have been hocking goods on street corners and from wooden carts. Why do they still work today? Because human nature never changes.Essentially, a sales script helps guide the presentation so it hits the right pain points for the audience. The script ensures that you target the message. It keeps the presentation simple and to the point, so you maximize your time with a prospect.Breaking Down a Sales ScriptTake ActionThe…

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October 21, 2014
Sales Tips

The #1 Question You Should Ask During Your First Sales Appointment

The prospect you’ve been dying to speak with finally agreed to a face-to-face meeting. All of your persistence paid off, and you’re ready to make your pitch and seal the deal. Not so fast. All the effort you put into getting that meeting is wasted if you go in for the kill too quickly. When you first sit down with a prospect, you need to prep them in order to get them into buying shape. So, let’s say you’ve scheduled…

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October 14, 2014