Selling to Millenials…
Guentheraf1 As more and more Millennials enter the workforce in a professional capacity, it is very likely that at some point we will engage in B2B sales with a fellow millennial.…
Sales Tips
The Rhyming Pitch
becky.torre Daniel Pink’s blog, an extension of the book To Sell is Human, considers some of the most interesting aspects of sales, many rooted deeply in psychology. Part of a smartly…
Enchant Your Prospect
On first pass, Guy Kawasaki’s encouragement to “enchant” your prospects seems a little hokey. But it makes sense, as most things do, with a bit of explanation. Enchantment is not…
10 Lessons from Shark Tank
If you’re desperate for an hour of animated elevator pitches, watch a couple Shark Tank presentations to get your fill. And, just maybe, you’ll pick up a few sales tricks…
That Annoying Customer: Speak Softly and Slow the Roll
smithza1 So here we are again learning how to deal with the painfully annoying picky customer. Last time we talked about how just being a great listener and being patient with…
Grade A Sales Deck
schmittbe1 This morning, Hubspot posted on their blog “10 Tweaks to Perfect Your Sales Pitch Deck”. I don’t know anyone who has a sales deck that they’re currently working on, but…
Likability Helps a Sales Person Succeed
I think one element of sales that is very important is being likable. Realistically, I don’t think you can expect to make too many sales if you’re a person that…
What’s your prospect’s birth order?
Part of building that all-important relationship is understanding with whom you’re constructing that bridge. Each individual has different things that are important to them and much of it can be…
A Really Good Commencement Address
Did my title reel you in? Thought so. Don’t ever accuse me of being anything less than creative. Maybe it’s the close of the semester quickly approaching, the last for…
That Annoying Customer: Listening is a Virtue
It is going to happen to everyone if it has not already. Every one of us is going to have to deal with just a terrible customer. A customer where…