Getting to the Budget
guentterjj21 Often it seems that the budget is one of the biggest constraints in sales and can frequently become the deciding factor in whether a deal is made. As discussed in…
I’ll Scratch Your Back You Scratch Mine: Networking and Referrals
folgerjt19 Lead generation, when done in the traditional way, can be a painstaking and slow process. Cold leads are hardly leads at all. Cold calling is frustrating and often unfruitful. What…
No Painting Seagulls!
mallkr21 The rule “don’t paint seagulls into your prospect’s painting” came from a true story about a lawsuit with an art teacher. A kindergartener painted a picture of the ocean in…
A carrot on a stick
Mason “Don’t paint seagulls into your prospect’s painting” was one of the most impactful selling rules I learned in our sales class this year. So often we get caught up in…
Using AI to practice sales conversations
I talked to Ethan about how he was going to prepare for his sales conversation and he said that he was actually using chat GPT to run a sales simulation.…
Patience in Sales
Patience is a critical skill for success in any sales role. Whether you’re selling products or services, building relationships with customers, or negotiating deals, the ability to remain calm, focused,…
Post Sell in the sandler submarine
In today’s competitive business landscape, it is becoming increasingly important for companies to focus not just on making the sale, but also on building lasting relationships with customers. Post-sell, or…
Dodging Curveballs During Sales
CJ Saylor Sales planning is an integral part of any business, but it can be challenging to create a comprehensive plan that takes into account the various curveballs that the world can…
The sales myths
There is an old way of selling which involved manipulation, aggression, and sometimes flat out lying. While there are still plenty of salespeople who use these tactics to simply sell…
Building Relationships: Going Above and Beyond for the Repeat Sale
In the industry I’m in, a lot of performance groups utilize what I have begun to call “smash and grab” strategies. They sell their event, do very little promotion, assure…