It’s been a busy end of year... last year I spent nearly 800 hours watching recorded demos and listening to client sales calls. From discovery calls to demos, I have heard some good, a lot of bad, and some just downright… boring.
Through that...
Objections are one of those things that we all encounter as salespeople, within every conversation that we have. How we handle them varies. Few do it well. Even fewer are able to turn objections into value-add statements and questions.
And like most...
As a salesperson, I am a little bit of a control freak when it comes to lead generation. I just don't want to put all of my income in somebody else's hands, or wait for something to happen.
And isn't that what we all love about sales, the ability...
How do you add value to a conversation with anyone? If value is in the eye of the beholder, and you aren’t a mind reader- how do you do that?
This is made even more difficult by the fact that selling today isn’t face to face, so the clues we get...
What can salespeople can learn about grit from entrepreneurs?
And what is grit anyway?
Grit is a term that has been made popular by psychologist Angela Duckworth when she explored what made high achieving people successful. But how did they develop...
How do you (or your sales team) handle difficult prospects and buyers who do not want to share information? Because that never happens... right?
Do you just try to plow through it, or just ignore it?
I talk to salespeople daily, and one thing they all eventually tell me is - 'I need more pipeline.' In other words, 'I need to prospect more.'
The concept of prospecting seems simple- find more people to talk to that have problems you can help with....
Most of us have heard the one side of the camp that says, "If you aren't on social, then you're wasting your time, you're never going to make your quota, and those that are on social always do."
Then there's the other side of the camp that says,...
Occasionally during a #livesaleslab, where salespeople come every week to share the struggles they have and get coaching on different strategies and techniques to try, unexpected conversations come up.
A recent unexpected conversation was actually...
The idea of being able to pick up on clues to someone else’s communication style and use that to adapt your communication style can seem insincere to some. Like you aren’t being true to who you really are.
