Marketing vs. Sales
Webbng1 I recently had a interview with a company that contacted me for a “marketing” position. I was pretty excited, and after some shopping, makeup, and a little bit of stress–…
March 2017
Terrific and Terrible Salespeople
HastingsHV1 At the internship fair last November, I had two sales experiences that were polar opposites. One was fantastic and left me interested in learning more – the other, well, not…
When To Stay Quiet
The core concept I struggle with most is #5: never answer an unasked question. I’m an open book, who tries to be as forthcoming as possible – if there’s something…
Cross-Applying The Sales Funnel
As I was reading about the sales funnel model, I realized how well it can be applied to interviews for startups. Using the sales funnel model to build interview questions…
RAIN Group’s Keys to Improve Your Sales Conversations
CaloritisZJ1 The following are 4 key ways to improve your sales conversations, from RAIN Group. 1. Build a rapport: Before probing the prospect for information, the salesperson must talk about how…
Make No Assumptions about the Sales Process
When interacting with a prospect, never assume anything, not expressly made evident. Instead of misreading between the lines, allow the prospect to guide you. Be careful of assumptive statements, such…
Answer a Question… With What?
As we all know, one of the main goals in a sales conversation is to gain as much information about the prospect as possible. One technique for doing so is…
Lying in Sales
DeAugustinoJP1 Almost everyone would agree that a relationship should be built on honesty. However sometimes it feels as though telling a couple lies to make connections with potential clients could help…
Go for the Gold, Go for the Appointment!
Person A: “So what do you do?” Person B: “Well, I sell baseball bats for…” Person A: “I’LL TAKE SIX!!” Wouldn’t it be nice if prospecting were this easy? Unfortunately,…
Sales as a Fun Game
Jordan Hudock Image via pinterest.com Recently, I realized that a concept I apply in a lot of areas of my life also applies to sales. In this post, I want to explore…