Selling your Story
RumbaughAG1 Regardless of how bad your marketing or graphic design, your campaign or your call strategy, one of the most powerful components of your branding campaign or sales strategy is the…
Dealstorming
In an interview about his new book Dealstorming, sales expert Tim Sanders defines the term that titles his bestseller as follows: “Dealstorming is when you, as an Account Executive, put…
5 Time-Wasters to Avoid
According to Anthony Iannarino, there are several poor practices that salespeople would do well to shake. These five are at the top of his list: Don’t send emails to ask…
Rock Layers in the Gold Mine: 2016’s Top 3 Barriers in Prospecting
In this day of data deluge and information overload, it is not surprising that salespeople are finding it increasingly difficult to break through customers’ barriers and convince consumers of their…
Typical Adjectives Associated With Sales People
griebcw1 Typical adjectives associated with salespeople: Pushy — Customers feel forced into a corner to make a decision. Hustler — Customers feel like they are being stolen from and taken advantage…
RULE #7 You Never Have To Like Prospecting, You Just Have To Do It
Rule #7 : You never have to like prospecting, you just have to do it Prospecting is defined as actively searching for qualified potential buyers. I experienced firsthand how much…
Amazon’s Empty Chair Principle
Amazon’s Empty Chair Principle: The purpose of the empty chair principle is to think more about the customer. To find ways to exit your own perspective and enter that of…
Advantage of The Ambivert
The Ambivert Advantage Conventional wisdom: There are several studies that show that extroverts are natural salespeople when it relates to reaching out and not being afraid of selling something to…
My Top 5 Sales Tips
Know your Customer When in a selling situation, make sure you begin by doing research on a potential customer’s business. The last thing you want to do is try to…
“A Gritty Spirit and a Sunny Outlook” – Buoyancy
seitztm1 I was very intrigued by Pink’s discussion on buoyancy. Although most sales people tend to be extremely optimistic, a little negativity can keep us grounded. Pink talks about two forces…