Sales tips Archives

What Parenting Taught Me About Sales Management

A few days ago, I was standing in my kitchen, preparing my coffee. My five-year-old son came up to me, tugging at my shirt-tail. “Daddy, Daddy look at this, I drew it!” Perhaps one day, my five-year-old or his two-year-old brother will become great artists. But right now, the drawings won’t probably be considered for the National Gallery. “Awww… wow, Champ! That’s amazing! Did you do this?” He nodded, trying to hide how pleased with himself he really was.Now, I’m…

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January 14, 2022

Cold Calling

Do You Have a Sales Buddy?

https://youtu.be/WO_2Z-uAP1M One way to liven things up on the road is by bringing someone along. When you go into sales calls, you both can evaluate each other's pitches. Chances are, your buddy will be doing things you aren't, and vice versa. Plus, it's more fun that way. Make a game out of it! See who can get the most sales that day, or find other things to make it more interesting. Sharpen each other's sales tools and you'll both end…

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January 6, 2022

Cold Calling

Always Leave Something Behind!

https://youtu.be/b8yKu5ODQZI One of the most important aspects of selling is making an impression and having people remember you. If you don't have anything to leave behind, you're doing yourself a disservice and chances are those people you had a great chat with will forget you. Whether it's a business card or ornate gift you leave behind, make sure you don't leave them empty-handed! Get some custom business cards made with your photo and make sure they are good quality so…

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January 4, 2022

Cold Calling

Intro to Cold Calling

https://youtu.be/YVoVI9YJU0M Welcome to a short series on Cold Calls. The kind you do, by knocking on doors, and speaking face to face. The psychological aspect for some people can be the hardest part. In this series, we will guide you to becoming more resilient, and successful in this wild world of Cold Calling. Cold calling is an important skill for sales people because it allows them to reach out to potential customers who may not be expecting a sales pitch.…

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December 27, 2021

Sales Tips

Medical Device Reps: The One Thing to Focus on That Makes All the Difference

Doctors are bombarded with medical equipment sales. To the physician, all the pitches sound the same. Sure, they might have personal preferences — just like some of us prefer Fords and others only buy Chevys. They know there are strict regulations ensuring their DME is diagnostically sound. Maybe some features make your product a notch above the rest, but the equipment is overall very similar. What makes the difference? No, it’s not the equipment itself. No, it’s not the quality…

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February 5, 2019

Sales Tips

The Breakthrough Way to Make Sure No Lead Gets Left Behind

When I was a sales manager, I was ready to close the biggest deal of my life. I met this guy, we clicked, and our products were a great fit. He told me, “Clayton, I really like you and what you’re offering. We are a perfect fit. I’m going to be your biggest customer and your best customer forever — but I need six months.” So I bought a big bottle of champagne, put it in my desk drawer, and waited…

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January 22, 2019

Sales Tips

5 Tips to Reconnect With Unresponsive Sales Prospects

Getting dumped feels awful. And salespeople deal with this feeling more than most. When a lead stops responding, it can feel like your whole world stops. You’ve been nurturing this sales relationship for months, and now it’s over. Or is it? If a sales lead stops communicating with you, they doesn't mean they "broke up" with you — they just went dark. Now, it’s time to work on a plan and exercise a little creativity in reconnecting. How to Reconnect…

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August 28, 2018

Sales Tips

What You Can Learn About Sales Hustle From an 8-Year-Old

Eight-year-olds think they know everything. Trust me — I’ve got one. They think they understand how life works and they don’t want help from anyone. Now, as the adult, I can easily look at a situation and see the problems. But, if I ask my daughter, “Hey, can I help you with that?” or “Why don’t you try this instead?” the answer is a quick and determined, “NO!” See, kids like to figure things out on their own — and so…

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August 14, 2018

Sales Tips

The #1 Conversation You Should Never Have With a “Non-Decision Maker”

Some people could be professional time-wasters. You know the kind. They piddle, browse, and fidget their days away. But although we know some of the obvious wastes of time (like drifting into the social media vortex), other time-sucks come disguised. Want to know a great waste of time? Trying to close deals with non-decision makers. This is a classic hamster-on-a-wheel scenario. You’re working your tail off, but without the decision maker, the deal won’t go anywhere. Trying to close a deal with…

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August 7, 2018

Sales Tips

7 Conversations You Should Never Have With a Prospect via Email

Email is easy. But easy isn’t always best. People try to send emails instead of having conversations all the time. Sometimes it works. But in these seven situations, it just doesn’t. Even if you’re tempted, don’t have these conversations via email. It’s time to pick up the phone. 1. Anything that starts with “Just” I was just emailing… I'm just following up… Just checking in… Just dropping a note… NOPE. Call them instead. When you’re speaking with someone, you can…

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June 26, 2018