The concept of virtual selling isn't new, but it took off in recent years as remote work expanded exponentially during 2020. It's no wonder that modern business is an increasingly remote affair. With employees scattered across different time zones and fewer meetings to facilitate face-to-face interactions. Read the full article…...
Salespeople are not afraid to cold call. They’re just afraid to call.
As a salesperson you’ve got a choice to make: Interrupt or fail. It really is that simple. To sit back and wait for prospects to come to you is a flawed strategy and you will not reach peak performance until and unless you decide to interrupt. …...
Two Types of Salespeople – Hunters and Vegetarians
Vegetarian salespeople are under the delusion that prospects will call them. Instead of interrupting prospects they wait to be interrupted.Source - Read More at: jebblount.com...
3 Tips to Find Sales Talent That Can Engage with the Modern Buyer
Who is the “right” sales talent in today’s business environment? The modern buyer is drastically different and the buying cycle has changed significantly as well. As buyer expectations and demands shift, sales professionals must master new sales methodologies such as social selling and digital selling in order to keep up.Establish…...
The Cost of Poor Sales Onboarding: 9 Stats That Tell the Story
While the first days and weeks of a salesperson’s time at your company are critical, it’s no secret that sales on-boarding remains a huge challenge for many businesses.In fact, a 2018 study from the Sales Management Association (SMA) found that 62% of companies consider themselves ineffective at ramping up new…...
8 Sneaky Sales Techniques to Try in Your Next Job Interview
When you think about it, closing a sales deal and scoring a job offer really aren’t that different from one another. In both cases, you have to identify the right contacts, thoughtfully reach out to them and convince them that you, above all others, are the right person to help them…...
Infographic; Key Traits of Successful Salespeople
After recruiting sales professionals for 25 years now, we have learned that beyond charisma and likability, there are very specific skills, as well as distinct characteristics that when combined, result in those unique individuals that excel in sales roles. When you look at someone that has consistently met and exceeded…...
Instantly Be More Persuasive With These 12 Tips
In this article, I reveal our 12-step, proven formula for converting audiences into cash. In fact, we know it to be the most effective way to get new customers short of selling one-to-one, which is not scalable.This isn't just some theory, but rather battle-tested in the real world. This blueprint was crafted…...
Product Over Price: How To Beat “Your Prices Are Too High” | Ian Altman | Sales Gravy Articles
I promise that it is almost NEVER about price. But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed to solve. You failed to engage the customer in a discussion about their past…...
How to Sell Anything to Anyone by Telling Great Stories
Whatever line of business you’re in, almost everyone nowadays is in the business of selling. Whether you’re trying to get customers to buy your product, pitch your company to investors, motivate your employees or get your teenager to do the dishes, your success will be dictated by your ability to influence,…...
10 Things Chuck Norris Can Teach You About Cold Calling
"Chuck Norris doesn't call the wrong number - you answer the wrong phone." (Little known fact)Source - Read More at: www.linkedin.comLaugh out loud article that reminds us all of the basic principals of effective cold calling. ...
How this counter intelligence agent learned the secret of getting people to trust him
Most important of all, trustworthiness is the single greatest quality for creating leadership.Source - Read More at: www.linkedin.comWho better to learn the art of getting people to trust you, than someone whose very life depended on cultivating that skill? Fascinating article by a former CIA agent, that breaks down the very fundamentals…...
75 One-Sentence Sales Tips Every Rep Should Know
Just as the best athletes constantly practice, improve, and refine their strategy, successful salespeople are always experimenting with existing techniques and trying out new ones. After all, the second an athlete or rep stops striving to get better, they backslide.Check out these 75 one-sentence tips to keep you in peak…...
15 Dumb Sales Questions Smart Reps Ask
Let’s be real: Most salespeople are annoying. They view their prospects as numbers in their sales funnel, not as people. They believe earning your business is a chess match and a signed contract means they “won the game.”However, the average prospect doesn't know how to purchase anything that falls outside…...
5 Phrases That Are Poison to a Sales Conversation
Salespeople entice prospects to book meetings with them based on their words, either spoken or written. With this in mind, word choice is incredibly important to be effective in sales. While an emotionally charged phrase might compel a prospect to sign the contract, an off-putting word could kill the opportunity.Sourced…...
