Sales Tips

The 7 Unlikely Sales Books Every Salesperson Should Own

Most of the time we’re stressing the importance of activity in the field. Get out there and sell! But in the midst of all that activity, don’t miss the value of taking some time to read the best sales books. You pick up sales skills, broaden your scope of experience, hone your grammar, improve your writing skills, and better understand your customers. Reading gives you another means of connecting with people — something you can always use in sales. But not every…

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February 13, 2018
Sales Tips

How Much Time Should You Spend Prospecting Sales?

My first sales job was prospecting… exclusively. All day, every day I looked for new clients. Maybe this sounds miserable to some of you, but it gave me an advantage in the long run. Where most people have a lot of different jobs competing for their time, prospecting sales was my only focus. I came away with some great insights that a lot of people never learn. Even though some people avoid prospecting in sales, it’s vital to sales success.…

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January 30, 2018
Sales Tips

Why Home Restoration Businesses Are Wasting Their Time Without Sales Lead Management Software

Restoration companies need to be in the right place at the right time. When the flood comes, the fire consumes, or a pipe bursts, your company wants to be on speed dial. Sales lead management software is the best way to keep in touch with other professionals. But how do you get your restoration company on their short list? In home restoration, you depend on referrals. Sure, you go through regular advertising channels, but professional referrals make you stand out.…

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January 23, 2018
Sales Tips

Craft Beer Distribution: How to Get Your Beer into More Restaurants

A guy walks into a bar — not just any bar, a brewery. This place makes great beer — but no one knows about it yet. So the guy asks the owner, “Have you thought about getting your beer into more restaurants and bars?” “Are you a distributor?” “No, but I know a way you can do it yourself.” “Well,” the owner replies, “I have an agreement with my distributor not to sell my product directly. Otherwise, they're not going to…

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January 16, 2018
Sales Tips

How to Sell Food Products to Grocery Stores Without Competing on Price

If you’re like most wholesale grocers, you work more with existing accounts than new customers. You built a client list early on, and now you focus on their orders and maintaining their accounts. Most of the time, they need the same products, depending on the season, and you essentially just take their orders. You can do more. And it doesn’t take much to see those sales increase. See, the same order keeps your sales the same. But if you can…

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January 9, 2018
Sales Tips

5 Steps to Build a Steady Home Health Marketing Pipeline

If you’re in home health marketing, you’ve got a unique set of challenges. You’re not marketing to people who will buy your service, but to the people you want to recommend it to. You’ve got a guy being discharged from the hospital who needs home health aftercare. Who gives him the referral? The hospital. And how do they decide who to refer? Well, they have two options: Choose at random from a list of companies Refer a person they’ve come…

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January 2, 2018
Sales Tips

Tell the Story, Make the Sale: Sales Conversation Starters to Improve Your Pitch

How much does a polar bear weigh? Answer: Enough to break the ice. Okay, maybe it’s the cheesiest pickup line ever, but it accomplishes an important task: it opens the door to conversation. The best sales conversation starters do the same. They tell a short story to open conversation — a story about what problem you can solve for other people and how it might help your prospect, too. Make Your Story About the Solution Successful companies don’t exist because people…

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December 19, 2017
Sales Tips

How Medical Equipment Salespeople Can Leverage Their Sales CRM

Who doesn’t love a good lunch with friends? And if you can expense that lunch and have the potential for sales, that’s even better, right? People who sell medical equipment know this first-hand – their success is based on a series of touches. Doctors don’t come in and say, “Oh yeah, I need a portable ultrasound machine!” (In fact, their ultrasound machine could be on fire and they likely still wouldn’t admit they need it!) Doctors only see vendors during “lunch-and-learn” types…

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December 12, 2017
Sales Management / Sales Tips

Be Brief, Be Brilliant, Be Gone: A Lesson In Sales Cold Call Training

The busier the prospect, the better the prospect they are. I’ve spent most of my career owning business-to-business call centers and teaching people the tricks of the cold-calling trade. And we find this to be true across the board. If you’re finding the right prospects, they won't have much time to talk to you. It’s not that they hate cold calls — they just don’t have time to waste. So you need to be brief, be brilliant, and then be gone. Know Your Purpose…

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December 5, 2017
Sales Tips

What Parking My Car Taught Me About Sales Success

A few months ago, I was doing a three-part training for New York Life agents. In these types of training, you get to know each other during multiple sessions as you observe and interact. Well, apparently one guy had noticed how I parked from the conference room window. So, as I walked into the third session, he asked, “Why do you always back into your parking spot?” Little did he know, he was tapping into a life philosophy. It all started a…

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November 28, 2017