Selling Made Simple And Salesman Podcast on Steno.fm

Selling Made Simple And Salesman Podcast

The Salesman.com - podcast feed gives you the worlds best sales content. Selling Made Simple - Sometimes B2B sales professionals just don’t have the time to listen to an hour of content. This is where Selling Made Simple comes in with its 10-minute, practical episodes. Salesman Podcast - The Salesman Podcast is the worlds most downloaded B2B sales podcast and is an Apple Award winning show. It helps sales professionals learn how to find buyers and win business from them in a modern, effective, and ethical way. The show has featured NASA astronauts, F1 drivers, Olympic at...

Wed, April 02, 2025
My Cold Email Strategy Has 43% Open Rate (copy it)
Stop settling for industry average cold email metrics (15% open rate, 2% reply rate). At Salesman.com, we achieve 43% open rates and 9% replies by focusing on one goal: booking meetings. This video reveals how to stand out in prospects' inboxes by avoiding generic templates that every sales blog pushes. I explain why understanding your ideal customer profile deeply is crucial – their desires, problems, and responsibilities – and why focusing on their burning problems creates urgency that breaks through status quo. Discover why successful emails evolve through continuous improvement rather than chasing perfection from day one. The post My Cold Email Strategy Has 43% Open Rate (copy it) appeared first on Salesman.com .
Mon, March 31, 2025
How To Get Clients With Cold Email (Proven Cold Email Process)
Stop chasing the “perfect” cold email formula – they don't work because you're selling to emotional humans, not robots. In this podcast, I reveal why generic templates fail in today's zero-sum sales game and share my proven approach that's booked countless meetings across industries. Learn why timing matters more than perfection, why specificity drives responses, and how to leverage trigger events (industry, company, technological, and personal) to stand out. The key isn't crafting the perfect email but developing an adaptable process that evolves with feedback. I share a simple, effective template that focuses on prospect-specific pain points and delivers measurable value. Ditch the perfect formula mindset and embrace a more human, responsive approach that actually fills your calendar with meetings. The post How To Get Clients With Cold Email (Proven Cold Email Process) appeared first on Salesman.com .
Fri, March 28, 2025
Fatal Cold Email Mistake That’s DESTROYING Your Sales
Want more meetings from cold emails? Stop triggering the “salesperson alarm” that makes prospects instantly reject you. In this podcast, I reveal why your emails aren't converting and how to fix them. Most salespeople make emails about themselves, send obnoxious bumps, and follow up without adding value – all triggering resistance. Instead, build authority through social proof, nail the right message to the right person at the right time, and position yourself as a consultant who solves problems. I share a proven email template that focuses on your prospect's challenges rather than your product features. These simple shifts will dramatically increase your meeting conversion rates without sounding pushy or desperate. The post Fatal Cold Email Mistake That’s DESTROYING Your Sales appeared first on Salesman.com .
Thu, March 27, 2025
Cold Outreach MASTERCLASS: From Ignored to Booked in 15 minutes
Obsessing over perfect emails is usually just procrastination – salespeople afraid of rejection who hide behind formatting instead of doing real outreach. When you have genuine value to offer, you don't need fancy formatting or perfect structure. This podcast explains why “ugly” emails actually perform better: they have improved deliverability (fewer images/links means less spam filtering), better communication (simplicity removes barriers), and appear less salesy (they feel like notes from a colleague, not marketing). Instead of perfect emails, focus on the trifecta: right message, right person, right time. Most importantly, stop tweaking and start sending – good emails are good enough. The post Cold Outreach MASTERCLASS: From Ignored to Booked in 15 minutes appeared first on Salesman.com .
Wed, March 26, 2025
Q/A: Get Deals Done Quicker Without Pressure Tactics? What is “Framing”?
The post Q/A: Get Deals Done Quicker Without Pressure Tactics? What is “Framing”? appeared first on Salesman.com .
Wed, March 12, 2025
Q/A: Do “Champions” Matter in 2025? Can You Change Someone’s Mind?
Summary In this episode of the Salesman Podcast, Will and Liam delve into the intricacies of sales, focusing on the importance of identifying true champions within organizations, understanding the role of decision makers, and effectively navigating objections from prospects. They emphasize the significance of recognizing pain points in sales conversations and the timing involved in changing a prospect's mind. The discussion also touches on the nature of business relationships and the inevitability of change in provider satisfaction. In this conversation, Will and Liam discuss the evolving landscape of sales, particularly focusing on the role of AI in lead scoring and outreach. They explore the limitations of current AI technologies, the importance of human intuition in sales, and the potential future of sales communication as AI continues to develop. The discussion also touches on the challenges of cold outreach and the necessity for sales professionals to adapt to changing market dynamics. Takeaways A champion must have influence within the organization. Identifying decision makers is crucial for closing deals. Not all supporters are champions; influence matters. Finding pain points is essential for successful sales. Timing can significantly impact a prospect's decision. Business relationships often change over time. Sales strategies should focus on measurable outcomes. Understanding the psychology of sales can enhance effectiveness. Navigating objections requires skill and patience. Building multiple champions can strengthen sales efforts. People change jobs, companies' priorities change. Salespeople need to be proactive, not passive. AI predictions can be hit or miss; trust your gut. Human intuition is crucial in sales decision-making. AI tools are still in early developmental stages. The future of sales may involve AI handling outreach. Sales technology is evolving rapidly, but not all tools are effective. Cold outreach will become more automated and AI-driven. To succeed, salespeople must become a market of one. The sales landscape will continue to change dramatically. The post Q/A: Do “Champions” Matter in 2025? Can You Change Someone’s Mind? appeared first on Salesman.com .
Mon, March 10, 2025
Fred Copestake: Lead with the flaws – it builds trust! Ethics becomes crucial when pressure is high.
Fred Copestake is a renowned sales expert and author who's revolutionizing the way we think about ethical selling in business. As the author of three books, including his latest “Ethical Selling,” and founder of the Institute of Ethical Selling, Fred is pioneering the movement towards more transparent, integrity-driven sales practices. His practical approach transforms ethical selling from a theoretical concept into actionable strategies that drive better results. The post Fred Copestake: Lead with the flaws – it builds trust! Ethics becomes crucial when pressure is high. appeared first on Salesman.com .
Wed, March 05, 2025
Josh Braun: The superpower is understanding how your mind works! Do it afraid – then do it again.
Josh Braun is a renowned sales expert and master copywriter who helps salespeople cut through the noise and connect authentically with their prospects. His unique approach combines deep problem understanding, mindfulness practices, and authentic storytelling to help salespeople stand out in today's crowded marketplace. With nearly a quarter million followers on LinkedIn, Josh's practical, no-nonsense advice on sales communication and prospect engagement has made him one of the most trusted voices in sales training. The post Josh Braun: The superpower is understanding how your mind works! Do it afraid – then do it again. appeared first on Salesman.com .
Tue, March 04, 2025
Simple Change That Doubled My Cold Email Reply Rate
The post Simple Change That Doubled My Cold Email Reply Rate appeared first on Salesman.com .
Mon, March 03, 2025
Mark Hunter: In the absence of trust, price becomes everything! Your reputation arrives before you.
Mark Hunter is a renowned sales expert, bestselling author of “A Mind for Sales,” and a passionate advocate for authentic selling in the digital age. With over 20 years of sales training experience, Mark has established himself as a leading voice in helping sellers prospect with integrity and close with confidence. Known for his practical, no-nonsense approach to sales, Mark challenges conventional wisdom by emphasizing the importance of fundamentals, authentic relationships, and proper discovery over flashy tools and quick fixes. The post Mark Hunter: In the absence of trust, price becomes everything! Your reputation arrives before you. appeared first on Salesman.com .
Fri, February 28, 2025
Q/A: Should You Sell on Emotions or Logic? Is Storytelling Still Relevant in Sales?
Summary In this episode of The Salesman Podcast, Will and Liam delve into the emotional aspects of sales, emphasizing the importance of understanding buyer emotions while maintaining a logical approach. They discuss the strategic use of storytelling in sales conversations, highlighting the need for relevant anecdotes that resonate with prospects. The conversation also explores the impact of AI on the sales process, stressing the importance of human input and expertise in leveraging AI tools effectively. Takeaways Emotions play a significant role in buyer decisions, but logic is crucial for closing deals. Sales conversations should balance emotional engagement with logical reasoning. Storytelling in sales should be relevant and focused on customer experiences. Using anecdotes can build trust and rapport with prospects. AI tools can enhance sales processes, but they require human insight to be effective. Sales cycles influence the reliance on emotion versus logic in decision-making. Building a repository of customer stories can aid in sales conversations. Understanding the buyer's deep desires is key to effective sales communication. Salespeople should focus on educating buyers about the transformation they can expect. The effectiveness of AI in sales depends on the quality of input provided by the salesperson. The post Q/A: Should You Sell on Emotions or Logic? Is Storytelling Still Relevant in Sales? appeared first on Salesman.com .
Mon, February 17, 2025
Sales Expert: Your ROI calculator is worthless to executives! Stop creating your own objections.
Summary In this conversation, Tony Hughes discusses the evolving challenges of closing B2B deals, emphasizing that the opening phase is more critical than the closing phase. He highlights the importance of engaging with senior decision-makers and creating a compelling business case that resonates with their needs. The discussion also covers strategies for qualifying prospects based on their intent and the necessity of crafting a business case that is internally focused and results-driven. Takeaways Closing B2B deals is more difficult than ever, especially larger ones. The opening phase of a sale is crucial for success. Strategic sellers focus on creating a believable business case. Qualifying prospects should be based on engagement, not just acronyms. Many sellers create their own objections by focusing on their offerings. Understanding the customer's needs is key to effective selling. A compelling business case must be customer-centric and results-oriented. The business case should articulate the commercial impact and how it monetizes. Leaders prioritize results and accountability in decision-making. Sales training should emphasize the importance of understanding buyer intent. Chapters 00:00 The Challenge of Closing B2B Deals 06:50 Qualifying Prospects: Intent vs. Interest 17:25 Building a Compelling Business Case 25:39 The Importance of Results in Business Cases The post Sales Expert: Your ROI calculator is worthless to executives! Stop creating your own objections. appeared first on Salesman.com .
Thu, February 13, 2025
Victor Antonio: 80% of sales conversations will be handled by bots!
Summary In this conversation, Victor Antonio discusses the emergence and implications of AI sales agents, exploring their capabilities, the future of sales, and the evolving relationship between humans and AI. He emphasizes the potential for AI to enhance sales processes while also addressing the challenges and ethical considerations that arise as technology becomes more integrated into our lives. The discussion highlights the importance of maintaining a human touch in sales and the potential societal changes driven by AI interactions. Takeaways AI sales agents are algorithms that perform tasks on behalf of humans. The future of sales will see increased integration of AI technology. Training AI agents is crucial for their effectiveness. Companies are already implementing voice agents for customer interactions. AI can assist in role-playing sales scenarios for training purposes. The complexity of sales will still require human involvement. AI can help individuals with mental health issues through companionship. The internet is becoming saturated with AI-generated content. Salespeople need to establish authority in niche markets. AI agents will evolve to connect with humans on a deeper level. People form deep emotional connections with virtual avatars. Creating engaging avatars can enhance sales training. The future of sales training may involve AI-driven avatars. Content creation is becoming an arms race in various industries. AI tools can help personalize customer interactions. Understanding AI is crucial for future job security. The landscape of sales will change dramatically in the next five years. Human connection remains vital in sales despite technological advancements. AI can enhance educational experiences for children. Adapting to new technologies is essential for success. Chapters 00:00 The Rise of AI Sales Agents 12:30 The Future of Sales and AI Integration 24:55 The Human Element in AI Relationships 27:51 The Impact of Virtual Relationships 30:46 Creating Engaging Avatars for Sales 33:42 The Future of AI in Education and Sales Training 37:17 The Arms Race of Content Creation 40:40 Navigating the AI Landscape in Sales 48:03 Preparing for the AI Revolution The post Vict
Thu, February 13, 2025
Q/A: Focus on Buyer Emotions or Logic? Questions That Uncover the REAL Pain Points?
The post Q/A: Focus on Buyer Emotions or Logic? Questions That Uncover the REAL Pain Points? appeared first on Salesman.com .
Fri, February 07, 2025
Sales Trainer: Your sales tech is worthless without conversations! AI won’t save bad salespeople.
Summary In this conversation, Anthony Iannarino emphasizes the critical role of conversations in sales, arguing that technology cannot replace the value of direct communication with clients. He discusses the importance of understanding client needs, creating value through informed discussions, and building confidence in sales professionals. The conversation also touches on the future of sales in an AI-driven world, highlighting the enduring need for human expertise and authority in the sales process. Takeaways Conversations are the key to winning deals. Salespeople must focus on understanding client needs. Creating value is essential in sales conversations. Sales technology cannot replace the need for human interaction. Sales professionals should be experts in their field. Confidence in one's knowledge can enhance sales effectiveness. Many sales conversations fail due to a lack of preparation. Sales training should emphasize the importance of conversation skills. AI will change sales, but human expertise will remain vital. Sales success is linked to the ability to create meaningful conversations. Chapters 00:00 The Importance of Conversations in Sales 10:35 Understanding Client Needs and Creating Value 21:22 Building Confidence and Expertise in Sales Conversations 32:05 The Future of Sales in an AI-Driven World The post Sales Trainer: Your sales tech is worthless without conversations! AI won’t save bad salespeople. appeared first on Salesman.com .
Thu, February 06, 2025
The Psychology Behind Cold Emails That Convert
The post The Psychology Behind Cold Emails That Convert appeared first on Salesman.com .
Thu, February 06, 2025
Q/A: Standing Out in a Crazy Marketplace and the Simple Way to Defeat Objections
The post Q/A: Standing Out in a Crazy Marketplace and the Simple Way to Defeat Objections appeared first on Salesman.com .
Thu, January 30, 2025
Sales Expert: Being Human Matters More Than Ever In Sales! Sell Like YOU!
Summary In this engaging conversation, Will and Jeff explore the importance of authenticity in sales, emphasizing that individuals sell best when they embrace their true selves. They discuss the impact of AI on sales and the necessity of becoming a ‘market of one' to stand out. The duo highlights the irreplaceable human element in sales, advocating for intuition and personality over formulaic approaches. They also delve into how upbringing and societal expectations shape sales personalities, ultimately encouraging listeners to trust their instincts and develop their unique sales style. In this conversation, Jeff Bajorek discusses the complexities of neurodivergence and its implications for personal and professional development. He emphasizes the importance of understanding oneself, particularly in sales, and how self-awareness can lead to more effective selling strategies. The discussion also touches on the significance of belief, discipline, and the role of fun in sales, advocating for a career that aligns with one's values and brings joy. Jeff shares insights on how life skills often outweigh traditional selling skills in achieving success, and he encourages listeners to embrace their unique selling styles while maintaining a sense of enjoyment in their work. Takeaways Authenticity is key in sales; sell l
Thu, January 30, 2025
Q/A: Sales AI is Going to Take Your Job. THIS is What to Do!
The post Q/A: Sales AI is Going to Take Your Job. THIS is What to Do! appeared first on Salesman.com .
Mon, January 27, 2025
Q/A: Best Response When a Prospect Ghosts You and Booking Meetings With the C-Suite
The post Q/A: Best Response When a Prospect Ghosts You and Booking Meetings With the C-Suite appeared first on Salesman.com .
Mon, January 20, 2025
Q/A: The Perfect Sales Demo and Getting Deals Over the Line
The post Q/A: The Perfect Sales Demo and Getting Deals Over the Line appeared first on Salesman.com .
Thu, January 09, 2025
Q/A: Bouncing Back From Rejections and Booking Meetings With Cold Email
The post Q/A: Bouncing Back From Rejections and Booking Meetings With Cold Email appeared first on Salesman.com .
Tue, December 24, 2024
Q/A: How to Get Out of a Sales Slump and How to Negotiate Any Deal
The post Q/A: How to Get Out of a Sales Slump and How to Negotiate Any Deal appeared first on Salesman.com .
Fri, December 13, 2024
Q/A With Will and Special Guest...
The post Q/A With Will and Special Guest… appeared first on Salesman.com .
Wed, September 18, 2024
SPIN Selling Explained (Does It Work In 2024?)
The post SPIN Selling Explained (Does It Work In 2024?) appeared first on Salesman.com .
Tue, August 27, 2024
Close BIGGER Deals FASTER With This Simple Change to Your Sales Process
The post Close BIGGER Deals FASTER With This Simple Change to Your Sales Process appeared first on Salesman.com .
Fri, August 23, 2024
Do THIS to Eliminate the Risk of SALES REJECTION (29/36)
The post Do THIS to Eliminate the Risk of SALES REJECTION (29/36) appeared first on Salesman.com .
Thu, August 15, 2024
Sales Mindset: How 3,000 Top Performers Think
The post Sales Mindset: How 3,000 Top Performers Think appeared first on Salesman.com .
Tue, August 13, 2024
How to Get Over the Fear of Cold Calling: A Step-by-Step Method
The post How to Get Over the Fear of Cold Calling: A Step-by-Step Method appeared first on Salesman.com .
Fri, August 09, 2024
How To Give Product Demos That Sell EVERY TIME
The post How To Give Product Demos That Sell EVERY TIME appeared first on Salesman.com .
Wed, August 07, 2024
How to Run a Sales Discovery Call (80% Close Rate)
The post How to Run a Sales Discovery Call (80% Close Rate) appeared first on Salesman.com .
Mon, August 05, 2024
The SIMPLE Process I Use to Close EVERY Sale
The post The SIMPLE Process I Use to Close EVERY Sale appeared first on Salesman.com .
Thu, July 25, 2024
7 POWER Strategies to Increase Sales
Are you struggling to hit your targets this month? You're not alone. Let's face it: just “talking up” a product isn't enough anymore. You need strategies to increase sales that actually work. But where do you even begin? Good news, you don't have to wing it. This video will reveal the 7 POWER Strategies that'll have you closing deals left and right. Step #1: Focus on “desires” Ever jump on a sales call and your prospects just glaze over? They don't care about all the fancy features or mind-blowing benefits you rattle off, right? Instead, they want to know what their life will be like with your product. That's where the prospects desires come in. These are the deep-down wishes your ideal customer has. Think about it: do they crave more free time? Maybe they desire financial security? This power strategy is all about figuring out those desires and connecting them to your product. The stronger the link, the faster you'll be closing deals. To uncover your buyers real desires, ask questions like: “What happens if this project is a success?” “What are the knock on effects of getting this fixed?” Imagine your product is a bridge, taking them from their problems straight to their dream, future reality. But there's more to the bridge! We haven't even talked about what happens if they don't cross it. Stay tuned because in step 5, we'll discuss highlighting the risk of the buyer decising not to change their ways.. That'll make your magic, reality bridge look even more appealing Now to the next strategy. Step #2: Leverage discipline rather than motivation Remember how sometimes you get super hyped to make a sale, then a few days later, you're back to scrolling through social media? Yeah, motivation fades. That's why successful salespeople rely on discipline. Think of it as building muscle memory for sales
Mon, July 15, 2024
Making Selling Simple Without Being Too “Sale-sy”!
The post Making Selling Simple Without Being Too “Sale-sy”! appeared first on Salesman.com .
Fri, June 21, 2024
4 Effective Responses When a Prospect Asks for a Discount
“Look, we really love your product, but it’s outside of our price range. Can you offer any discount?” Offering discounts can be a great way to speed up a slow-moving deal. But if you’re adjusting price before negotiations begin, you’re doing a serious disservice, both to yourself and to your product. Instead of caving right away, there are four tried-and-true responses you can give to turn the conversation around in your favor. What’s Wrong with Discounting Immediately? So, what’s wrong with discounting immediately. Like I said, discounting isn’t always a bad thing. It can speed up deals and give you leverage for reducing the service you’re offering. But there are three very real problems to offering a discount before negotiation has taken place. A. Devalue First, your buyer subconsciously devalues your service. After all, if you’re really going to deliver the ROI your pitching, why do you have to immediately discount the price? B. Forfeit’s Power Second, the instant you propose a discount, you lose some of your negotiation power. You lose this negotiation power as you’ve taken the price, your biggest variable for negotiation, off the table. C. Shifts the Focus And third, discounting shifts the focus. In the buyer’s mind, you’ve shifted the conversation from the value that is being exchanged to the emotional topic of money. Rather than the buyer thinking about the impact that your service is going to have on their business, they’re now thinking about what is going to cost them in the opportunities they will lose from this lack of cash flow. So with those three things in mind, it’s important that negotiations on price and discounting happen towards the end of the sales process rather than at the beginning of it. That being said, if a buyer does request a discount too early in the process, there are a few things you can do. And that brings us to the four word-for-word responses that’ll deflect, turn the tables, and even give you the selling advantage. So response number one is… 1. The Value Probe The Value Probe. The first and easiest way to deal with a buyer bringing up the idea of a discount is to say this word-for-word: “We can definitely have a conversation about the numbers. But first let’s make sure that we’re on the same page about our service being a good fit for your needs…” So, what does this response do? First… It Reframes the Conversation You buy yourself time to reframe the conversation. Right now the buyer is focused on price alone. But at this point in the sales process, you need to be demonstrating value. What do you offer that your competition doesn’t? And most i
Thu, June 20, 2024
5 Sales Questions To Uncover The Buyer’s Pain
Are you stuck asking sales questions that take your prospects round in circles? Prospects mention issues, but they're vague – surface problems that don't reveal the real challenges they're facing. Well, there's a goldmine of valuable information hidden just beneath the surface, and the key to unlocking it lies in asking the right questions. This video will equip you with 5 powerful sales questions designed to cut through the fluff and uncover your buyer's hidden pain points. By getting to the root of their problems, you can finally offer solutions that truly resonate and get deals done. Common Pains of Prospects There are four key areas where these the buyers pains often appear. Once we understand where the buyers pain likely lives, we can then attack it with our questions. Financial Pains: These often manifest in statements like “Revenue is up, but profits are down” or “We lack financial transparency for sound decision-making.” People Pains: Phrases like “Low team morale” or “Employee turnover to competitors” can signal these issues. Productivity Pains: Look for clues like “Missed deadlines” or “Excessive meetings hindering workflow.” Process Pains: Statements like “Inefficient hiring process” or “Overwhelmed customer service department” indicate potential problems. Question #1 “What’s holding you back?” Here's the first question to unlocking your buyer’s deepest pains: “What's the main thing holding your company (or division) back from growing right now?” This might seem like a basic question, but trust me, it's a goldmine. It forces your prospect to get specific. Did they groan about “stagnating sales”? That could be a symptom of financial pain (“We're not generating enough revenue to hit our targets”). Maybe they mumbled something about “disengaged employees”? That hints at a people pain (“We're struggling to retain top talent”). Here's the magic: This question acts like a shovel, digging beneath those surface complaints to expose the root of the problem. It not only unearths their pain point (financial, people, productivity, or process), but also sets the stage for even more powerful questions later on. Think of it like this: Right now, you're a consultant, not a salesperson. You're diagnosing their business woes. This question is your initial diagnostic tool, giving you a glimpse into the bigger picture. We'll get even more targeted later on, but for now, master “What's holding you back?” and watch those hidden challenges come flooding to the surface. This is just the first step to turning you into a trusted advisor who can offer solutions they can't
Wed, May 22, 2024
The Secret Formula to Ask Effective Sales Questions
Ever feel like your sales questions are hitting a dead end? You ask, they answer “yes” or “no,” and the conversation goes nowhere. What if there was a formula to ask questions that get your customers talking and expose their real needs? That's exactly what we'll crack the code on in this video. We'll break down the L.E.T.S. framework, a powerful tool to understand your customers and close more deals. Understanding Open-Ended and Closed-Ended Questions Before diving in, let's talk about question structure. Questions are either open-ended or closed-ended. Open-ended ones are like opening a gate, inviting a flood of thoughts. While closed-ended ones are like hitting a stop sign – you get a simple “yes” or “no.” In sales, we often rely on those quick “yes or no” questions. They're easy, but they limit your understanding of the customer's needs. The key is knowing when to use each type. Imagine you want to know if someone wants a promotion. A closed-ended question might be: “Would you be happy with a promotion?” But an open-ended question like: “What would an ideal career move look like for you?” gets you way more valuable information. Think of open-ended questions as conversation starters that uncover needs, while closed-ended ones help confirm details and move the conversation forward. We'll use both strategically in the L.E.T.S. framework. With that in mind, let’s break down the steps in this effective framework where each new type of question we ask, in this specific order takes us closer to getting the next step of the sales process agreed to and confirmed by the prospect Step #1: Logic
Mon, May 20, 2024
Sales development representative? DO THIS!
As a Sales Development Representative, your role is to generate inbound opportunities and optimize sales channels. Without a solid prospecting strategy, you might struggle to identify and capitalize on valuable leads. This could result in missed opportunities and stagnant sales growth. But to truly excel in your role, you need to master the four steps outlined in this video. Without these steps, converting leads into customers becomes challenging. Stay tuned as we dive into each step: Step #1: Conduct Thorough Research Alright, step one in our journey to sales mastery is all about hitting the books—or in our case, diving deep into research. Think of yourself as a detective, your mission? To uncover those hidden markets and channels where your dream customers are just waiting for someone like you to show up. It's not just about guessing where they might be; it's about using solid data to back up your moves. This means getting cozy with customer behavior, analyzing profiles, and even going a little deeper with the insights to pinpoint exactly where these potential buyers are. So, how do you start? Begin with the basics: What do your potential customers like? Where do they hang out on? The best way to uncover this information is to look back at your previous customers and find the trends that link them together. Did they all come from the same sales channel? Same email within a cadence? Do they all want to discuss a specific product feature? It’s always better to reverse engineer success rather than trying to create it from scratch. Use this info to guide your prospecting efforts, making sure you're not just shooting in the dark. Now, you might be wondering, ‘What's next after finding where these folks are?' That's where the magic of lead generation comes into play. Stick around because that's the game we're diving into next. Step #2: Learn Lead Generation Moving on to step two, we’re talking about lead generation. This isn’t just a buzzword your marketing buddies throw around; it’s the bread and butter for any Sales Development Rep. Think about it like fishing – you’ve got your pond, you know exactly what you want to catch, now it’s time to put your line in the water.. But instead of fish, we’re after leads, and instead of a pond, we’re diving into those markets and channels we talked about earlier. To generate those sales leads you need to master the art and science of cold calling and emailing. Yes, I can hear the groans from here, but trust me, this is where the rubber meets the road. If you’re thinking of skipping this part, let me stop you right there. The top sales development reps? They’re wizards at this game. Cold calling and emailing are your direct lines to potential leads, so it’s time to dial in your skills. First up, cold calling. This isn’t about just picking up the phone and hoping for the best. It’s about confidence,
Fri, May 17, 2024
Ultimate Cold Email Tutorial - Book More Meetings in 2024
There are many Cold Email Tutorials on YouTube but this is the most effective process that I know. If you've ever wondered why some cold emails set up meetings like clockwork while others vanish into the abyss, you're not alone. Every day, professionals spend an average of 2.5 hours checking their inboxes, sifting through a mix of potential opportunities and, let's face it, spam. The truth is, email remains a powerhouse for customer acquisition and retention, especially for small to medium businesses. But there's a fine line between a strategic cold email that opens doors and spammy attempts that end up ignored. The distinction? Personalization, relevance, and offering undeniable value. In this video , we're diving into a framework that sidesteps the common pitfalls of generic outreach and positions your emails to not just get opened, but to compel action. Get ready to transform your cold email approach from a shot in the dark to a strategic, meeting-booking machine. Step #1 Get Attention Alright, let's talk about the game opener in cold email outreach: grabbing your buyer's attention without coming off as a jester in the court of sales. You want to hit that sweet spot where your buyer's eyebrows go up in intrigue, not in disbelief. It's about striking the right balance between being eye-catching and maintaining the gravitas of a trusted advisor. First off, your secret weapons are the subject line and the first line of the email. Marketo says the magic number for subject lines is seven words. Yes, just seven! But how do you make those seven words count? You open a curiosity loop that leaves your buyer hanging on the edge of their seat, wanting more. Think of the curiosity loop as the trailer to the blockbuster movie that is your email. A killer “How to” or “What if” subject line that hits right where it hurts, their biggest pain points, and will stand out in the prospects inbox. That’s the subject line sorted. What about the first line of the email? Add a touch of Self-interest – Everyone's favorite radio station is WIIFM (What's In It For Me?), right? Now, for the golden touch: personalization. It's not just about slapping their name at the top of your email. It's about that first line resonating so deeply it feels lik
Fri, April 12, 2024
Unlocking the Secrets to Closing the Sale
Closing the sales is tough, I get it. You do all the work building rapport and qualifying the lead, only to choke when it's time to seal the deal. Sound familiar? Many reps leave money on the table because they wait until the very end before asking the big “will you buy?” question. Talk about awkward! No wonder we avoid it. My buddy Sam would sweat bullets trying to close at the final sales meeting. But my other friend Walter takes a smoother approach by closing throughout the entire sales process. He asks micro-closing questions after each call to see if the prospect is ready to move forward. That way, there's no big scary finale – just a series of small commits. Want to boost your commissions? Then get comfortable asking for the sale my friend! Sprinkle micro-closes throughout your calls. The more times they say “yes”, the likelier it is they'll say YES to that final purchase. Stick around, as I'll share a the 3 simple steps to micro-close throughout the sales process. Step #1: “Does It Make Sense To [X]?” Alright, let's dive into the first step of micro-closing, which might just be the simplest tool in your sales toolkit. Have you ever thought about just asking, “Does it make sense to [X]?” depending on what you're selling? This isn't just a question; it's your secret weapon. “Does it make sense for us to get this installed for you next week?” or “How about we jump on a call to sketch out a rough business case for your manager?” It's smooth, isn't it? What's genius about this question is it's all about timing, not commitment. You're not cornering anyone; you're just checking if the stars align for a small step forward. If they hit you with a “no,” it's not about you; it's just not the right time. And that's your cue to figure out what needs to shift for the buyer to move forward. Why does this ninja move work so well? First off, it drops the pressure. No one's expecting a laid-back question like that. You're updating the prospect on the process, nudging them to think logically about the next step without the emotio
Wed, April 10, 2024
How To Sell A Product: 2024 Step-by-Step Guide
In today's fast-paced market, knowing how to sell a product is crucial for business success,. he truth is, the art of selling has evolved, and staying ahead means adapting. The good news? I’m here to guide you through this transformation. To sell a product effectively, you need to navigate through six essential steps we'll uncover in this video. These steps are designed to not only grab attention but convert that interest into tangible sales. Let’s begin: Step #1: Find Your Ideal Customer Persona Kicking off our journey into mastering sales, the first thing you gotta nail down is finding your ideal customer persona. Think of this as detective work where you're piecing together a profile of your dream buyer. Why? Because aiming your pitch at the right crowd makes everything else smoother. You're looking for folks who get what you're selling, feel the pain it solves, and basically have their wallets out already. Now, you might be wondering, “How do I find these dream buyers?” Easy! Dive into your past sales and spot the common threads. What job titles keep popping up? Which industries? Any patterns in company sizes or locations? This detective work helps you sketch out a buyer persona that’s not just a shot in the dark but a targeted blueprint of who you’re after. Now, why bother with all this profiling? Because knowing your ideal customer is like having a treasure map. It leads you to sales gold. Once you’ve got this down, crafting a killer value proposition becomes a piece of cake. That’s what we’re diving into next. Step #2: Build A Value Proposition Step #2: Define Your Value Proposition Alright, you've got your dream buyer in mind; now let's chat about your value proposition. Imagine you're at a party, and someone asks, “So, what do you do?” Your value proposition is that killer response that has them saying, “Wow, tell me more!” Instead of looking for the nearest exit. It's your sales pitch's secret sauce, promising your buyer why you're their best bet. Think of a value proposition as your business's pledge to your customers, minus the fluff and filler. It's where you spell out the perks of choosing you over the guy next door. But here’s the twist: it’s not just any promise; it’s a laser-focused, jargon-free promise that shows you get your buyer’s needs like no one else. Why’s it a big deal? Because
Mon, April 08, 2024
5 Strategies to Increase Sales in 2024
In this video we cover 5 strategies to increase sales no matter what you sell or the industry you sell within. Strategy number one is to make your value proposition more specific. 1: Specific Value Proposition The more specific your value proposition is, to the needs of your specific buyer the more meetings you’ll book from your prospecting and the higher your closing percentage rate will be. Most sellers try and aim for a broad value proposition during their cold outreach thinking that if they cast a wider net, they’ll hook more prospects onto a call. This isn’t how it works in reality. Imagine you need to get rid of a body. I won’t question why you have a body that you need to get rid of… but it needs to be gone ASAP. Lets say you get an email that offers to get rid of whatever waste you have in your home. Well that is somewhat compelling. But if you were to get an cold email that shares a new way of getting rid of a body, when they need to be disposed of FAST, then obviously that’s the one you’re going to reply to. You have to be bold with your value propositions when engaging with potential customers. You have to avoid playing in the zone of indifference. Push the fact that you can improve or solve a specific problem to get out of this zone of indifference in the middle that most sellers play within. Next up, I want you to stop talking about features and benefits. 2: Features, Benefits, Desires Stop talking about the features and benefits of your product. Literally, nobody gives a shit. Your widget or software has this button? Comes in this colour? Does this thing? Nobody cares. Instead, focus on the buyers desires. Think of the buyer's desires being at the very core of their
Tue, March 19, 2024
Creating Urgency in Sales (Obliterate the Status Quo)
If your buyers don’t have a reason to move forward in their buyer’s journey, then they will stand still. This leads to 26% of all deals that are forecasted as a likely win, to turn into a “no decision” according to CSO insights. That is a massive amount of revenue that you’re leaving on the table every quarter. It could be the difference between hitting quota or not. So, let's take a look at why this happens and then what we need to do to create too much urgency in our buyers that they get the deal done, quicker than ever before. Pain of Implementation The main thing that kills urgency in B2B sales is the “pain of implementation”. This is where the buyer has casually come to the conclusion that the pain of implementing the solution and then seeing the benefits, is more painful than just plodding on with the issues they are currently facing. For example, lets say someone is dramatically overweight. They might come to the conclusion that even though the benefits of losing the weight and becoming healthy would be life changing, they don’t want to go through the effort of dieting and exercising to get there. Outside looking in, everyone else can see that this is dumb. But for that individual, it makes sense in their brain. They’re thinking short term, rather than long term. In a business context, lets say that the prospect is struggling to use excel spreadsheets to complete all their financial reporting. You offer them a new software solution, designed specifically to fix this is
Thu, March 14, 2024
How to Weed Out Bad Clients – 9 Discovery Call Questions
Want to find better buyers and weed out the crappy leads that only end up wasting your time? Then be sure to ask the 9 qualification questions we’re talking about in this video on each of your discovery calls. Diagnosis calls are slightly different to traditional discovery calls because they cover discovery, qualification, product positioning and micro-closing in a single call rather than spreading all of this out over multiple engagements. 1) Uncovering Pain Is your prospect dealing with a problem? And are they in enough “pain” to drive the right amount of urgency to buy? A “yes” to both is downright necessary. And to get to the bottom of it, you can ask two questions in particular… “You booked this call with me today, what led to getting this call booked in?” What’s the main reason they’re talking with you right now? You’ll have to do a bit more digging of course. But even in the most tight-lipped buyers you’ll still uncover at least a kernel of truth. “What’s stopping you from solving this issue yourself?” One of my favorite follow-ups to the previous question. Not only does this question uncover any roadblocks to implementation you may hit down the road. But it also gives you a clearer idea of how big this problem really is. Because if it really was a problem, the buyer should have been working to solve it themselves. 2) Timeframes Not all timelines will line up. And one of your chief concerns when qualifying is whether your prospect’s timeline matches your own. When do they want this problem solved? Today? This quarter? Next year? As a rule of thumb, the buyers you want to work with should all want to solve their problems quickly. Because if they don’t have urgency, they won’t be compelled to act. And that might mean feet dragging, ghosting, and an overall waste of your time. “When does this issue need to be solved by?” This straightforward question gives you no-bullshit timeline you can use to assess if your timeframes are a match. 3) Confirming Fit And for this category, you actually need to ask yourself … “Do I have the solution for this buyer’s problem?” Honesty is key here. The best reps don’t oversell their product’s capabilities. Why? Because they know a dissatisfied and duped buyer ruins reputations
Tue, March 12, 2024
Winning at Selling: The 3 Best Sales Strategies
If you want to consistently win at sales then you need to be strategic in your approach. It’s not good enough to randomly be connecting with prospects and hoping that they will buy from you. You need to implement step-by-step systems that allow you to find and close business like clockwork. And that’s where the three sales strategies that I’m going to cover in this post come in. Right Message, Person, Timing The first sales strategy is designed to rapidly improve your prospecting. It’s deadly simple. For every prospecting activity you do, ask yourself if you’re sending the right message, to the right person, at the right time. If not, then don’t send it. This simple framework forces spammy sellers to stop spamming and it encourages sellers to share too much information to pull back. When I’m coaching the students in my Salesman.com Academy program I find that most prospecting issues come down to the fact that the individual isn’t: Sending a message that is going to leave the prospect in a position where they are excited to book a call. Connecting with the real decision maker that can move a deal forward. Communicating at a point in the buyer’s journey where the prospect has enough urgency to get a deal done. Critique every single step of your sales prospecting cadence against the criteria of; right message, right person, right time and your meeting booking conversion rate will sky rocket. Which leads me to the next sales strategy of understanding “buying temperature”. Buying Temperature Understanding the required buying temperature for your prospects to commit to getting started is integral to sales success. <img loading="lazy" decoding="async" class="alignnone size-full wp-image-28394" src="https://salesman.com/wp-content/uploads/2024/03/Screenshot-2024-03-07-094649.png" alt="" width="872" height="538" srcset="https://salesman.com/wp-content/uploads/2024/03/Screenshot-2024-03-07-094649.png 872w, https://salesman.com/wp-content/uploads/2024/03/Screenshot-2024-03-07-094649-300x185.png 300w, https://salesman.com/wp-content/uploads/20
Fri, March 08, 2024
Sales Techniques: 4 Ways to Boost Your Income
Ever feel like your sales strategy hit a wall? You're not alone. Many struggle with methods that just don't cut it anymore, leaving you frustrated and questioning what's missing. But what if you could turn it all around? Today, we're breaking down the ‘4 Rules of Sales' that'll transform your approach and skyrocket your results. Whether you're a seasoned pro or just starting out, these insights are your key to unlocking a whole new level of success. Rule One: Treat Sales Like a Game Let’s start with the first rule of sales: Treat it like a game, not a chore. Now, before you roll your eyes and think, “Games are for kids,” hear me out. What makes a game? Inputs, variable outcomes, and feedback loops. Think about it. In a game, you make a move, see what happens, and adjust your strategy. Sales are the same. In sales, your inputs are the calls you make, the emails you send, and the presentations you nail. These are your moves on the chessboard. But here's where it gets interesting – not every move wins the game. You'll face rejections, and guess what? That's your feedback loop. It's the game's way of saying, “Try a different move.” And just like in any game, outcomes vary. Some deals are your bonus level, easy and rewarding, while others are that boss battle you prepare for, strategize, and maybe even struggle to conquer. Now, think about this. What's the real cost of losing a round in this game? Zero. Nada. Nobody's getting hurt if your pitch doesn't land. No prospect is out there plotting revenge because your product didn't dazzle them. The stakes might feel high, but in reality, you're just playing a game where the worst outcome is a “no,” and the best? Well, that's the big win, the high score, the dream house. But here's the kicker – it's not just about playing the game; it's about mastering it. How? By understanding that success in sales, much like in any game, comes down to how well you play. Your tools are simply words and strategy. Your reward? More than just bragging rights – think bigger, think a house with a view. And remember, while you're
Thu, March 07, 2024
This is How You Start a Sales Discovery Call (Perfect Agenda)
The best way to start a sales discovery call is with a “pre-frame”. A pre-frame is an influence technique used to limit the scope of a conversation to drive it towards a specific outcome. I start all my pre-framing on calls with: “The way these calls usually go is…” And then outline the quickest process to get through qualification, discovery and the close. The best way to think about pre-framing is to “act like a Doctor”. The Doctor Mindset The best metaphor for the mindset behind a successful diagnosis call is to act like a doctor. When you visit a doctor, they ask what the problem is. You answer. Then, before they tell you the solution to your painful problem, they ask more questions. They send you for a scan. They sit in their white coat, emotionless, making notes, and then quiz you on a couple of related points that you hadn’t even considered could be tied to your acute pain. The Doctor makes a formal diagnosis and offers a solution only when they have the full picture of the diagnosis. Can you see how this is literally the opposite of most sales calls? On an average sales call, if the buyer
Wed, February 28, 2024
Adjusting Your "Wealth Thermostat" (29/36)
The post Adjusting Your “Wealth Thermostat” (29/36) appeared first on Salesman.com .
Fri, February 23, 2024
From Loser to Rich: How to Like Doing Hard Things
Want to go from loser to rich? Then you need to learn how to like, heck, even love doing things that other people find hard. I used to avoid doing hard stuff. I’d procrastinate on everything. I used this 4 tricks to get over it and since built a 7-figure sales training business, run two YouTube channels, and am now more productive than ever. How did I start liking doing hard stuff? I killed my lizard brain. The Lizard Brain What is it? Well, this is the part of your brain that’s leftover from your pre-human ancestors. It’s focused only on the now. It doesn’t understand the future or the past. And it just reacts according to your most basic needs. On the other side of things, you’ve also got your “human” brain. This is the rational side of you. It can use the past to predict the future. It can plan. And it can choose to avoid pleasure now in exchange for greater gains in the future. But for as advanced as the human side is, it doesn’t deal well with abstraction. If it can’t find a clear pathway to completing a task, it gives up control to the lizard brain. And the lizard brain’s go-to method for dealing with a problem is good ol’ fight or flight . The problem is you can’t fight abstract goals like “increase revenue this quarter” or “boost commissions by 10%.” So the lizard brain chooses flight . It runs. It procrastinates. And your human brain finally swoops in to justify all the reasons not to start in the first place. The good news is you aren’t trapped in this cycle. You can kill your lizard brain and stop procrastinating for good. You’ve just got to do a bit of brain hacking to get the job done. And there are four techniques to do just that. Number one… Goal Priming When you’re faced with a daunting task like spending hour after hour prospecting, it’s hard to find the motivation to get started. But that’s because you’re focused on the difficulty of the task . So instead, focus on the end result. How will your work pay off? What will your life look like after you’ve achieved your goals? If you’re focused on boosting your commissions but hate cold calling, think about what that extra money will mean for you. What will having an extra $50K a year do for you and your family? What about the career opportunities that will open up as a result? The more you think about the rewards , the less you’ll think about the costs. Overload Reduction Technique two, overload reduction. There is such a thing as having too much choice. It’s called “Choice Overload Bias.” And it’s the documented phenomenon of people having a harder time deciding when they have more options. Worth noting is that they’re also less satisfied with their choice when all is said and don
Thu, February 22, 2024
Developing Bulletproof Levels of Optimism (28/36)
The post Developing Bulletproof Levels of Optimism (28/36) appeared first on Salesman.com .
Fri, February 16, 2024
How to Rapidly Increase Your levels of Self-Esteem (27/36)
The post How to Rapidly Increase Your levels of Self-Esteem (27/36) appeared first on Salesman.com .
Wed, February 14, 2024
The Two-Sale Process: How to Succeed in Sales in 2024
If you don’t make this shift in your sales process, you’re going to close fewer deals, they’re going to take longer to close and you’re never really going to be sure what will close and what won’t… You need to start implementing the “two-sale process”. The two-sale process is where you prospect both the decision maker and the end user of your product. You used to be able to get away with prospecting just one of them but as buyers are becoming less and less keen to put their careers on the line by implementing new products and services you now need to get multiple influencers within your accounts on board to get deals over the line. This makes sense right? You might even be doing this right now. The issue I’m seeing though is that sellers aren’t separating the wants and needs of their decision makers and end users. They are pitching them the same outcomes and that’s where their prospecting is falling apart. When implementing the two-sale process I define your decision maker as the Major Ideal Customer Persona and your end user as the Minor Ideal Customer Persona. Your Major and Minor ICPs operate on completely different time frames and so they are looking for dramatically different approaches for you to solve their problems with your product. Major vs. Minor ICP Your Major ICP already has their corporate goals and KPIs defined for the year before you ever engage with them. They’re thinking short to medium term. These goals have been defined and agreed with a board of directors or investors. Your messaging during the prospecting and closing stages of the sales process must cover these specific corporate targets. I’ll share how to do that in a minute. Your Minor ICP on the other hand have a problem right now, this second, in the current moment. If you can’t help them understand how they’re going to benefit immediately during your prospecting and closing then they’re going to move onto the next priority in their list of 1,000 issues they’re facing Value Propositions When building out your value propositions for your specific ICP it’s important to understand the difference between what your Major ICP and Minor ICP desire.</
Mon, February 05, 2024
How To Be An Extrovert When You're An Introvert (26/36)
The post How To Be An Extrovert When You’re An Introvert (26/36) appeared first on Salesman.com .
Thu, February 01, 2024
How To Beat Your Sales Quota in 2024
The main thing that holds salespeople back from hitting their quota is that they are not the person that is capable of hitting their quota. Let me say that again, to hit your sales quota you need to become the person who is capable of hitting your quota. If your personality and skill set only has X value in the marketplace and your quota is Y. Then you’re going to hit X. Now, this isn't some woo woo or hippie nonsense. This isn't some magical, fluffy, transformation that you need to meditate over. What I'm saying is, that you need to become the person who is capable of building and implementing a systematic, step-by-step sales process and there are also a series of additional sales skills and personality traits that you need to develop if you want to generate the maximum revenue that your market has to offer. Once you have become the person who can build a sales process and you have implemented these personality traits, sales success and hitting quota becomes your default. It will happen like clockwork, every single time. Once you get this nailed – • Hitting quota isn't something that you aspire to do. • Hitting quota isn't something that you need to visualise and aim towards. Instead, you will be the person who does the activities, each and every day, that by default, gets you above and beyond quota every single time. This is a different way of thinking about sales training. And having trained over 2000 sellers within salesman.com Academy I know that giving people quick tricks, shortcuts or hacks does not really move the needle in sales performance. The only thing that consistently delivers high levels of sales results is to fundamentally change the person that is doing the selling and again, help them to become the person hits quota every time. The post How To Beat Your Sales Quota in 2024 appeared first on Salesman.com .
Thu, December 21, 2023
The Only Upselling Tool You’ll Ever Need
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Mon, December 18, 2023
How To Turn OFF Your Caveman Brain And Get Stuff Done (25/36)
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Mon, November 20, 2023
The Most Important B2B Sales Skill
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Mon, November 13, 2023
How to Get Prospects to Open Up in Less Than 3 Minutes
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Fri, November 10, 2023
How to Read Your Prospect’s Minds
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Mon, November 06, 2023
Want to Improve Your Sales Results? Ask This Question
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Wed, November 01, 2023
Using Storytelling to Get and Keep Your Prospects Attention (24/36)
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Mon, October 30, 2023
How To Close A Sale - 3 Reasons People Don't Buy
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Fri, October 27, 2023
Building a Scientific Sales Cadence (Proven Template)
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Mon, October 23, 2023
Stop Selling Start Closing (Eliminate Sales Rejection)
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Fri, October 20, 2023
Identifying and Booking Meetings With Key Accounts (23/36)
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Tue, September 19, 2023
Simple Survives and Complicated Dies (22/36)
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Wed, September 13, 2023
How to Get Past ANY Sales Objection (21/36)
The post How to Deal With ANY Sales Objection (21/36) appeared first on Salesman.com .
Mon, September 11, 2023
Influence Anyone to Buy Anything (20/36)
The post Influence Anyone to Buy Anything (20/36) appeared first on Salesman.com .
Thu, August 10, 2023
How to Win ANY Negotiation With Straight Logic (19/36)
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Tue, August 08, 2023
How to Become a Winner (You Are a Myth...) (18/36)
The post How to Become a Winner (You Are a Myth…) (18/36) appeared first on Salesman.com .
Tue, August 01, 2023
Why What You do Today, Effects What You Get Tomorrow | Selling Made Simple
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Wed, July 26, 2023
Increase Sales Productivity via Subtraction | Selling Made Simple
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Tue, July 25, 2023
Using Referrals To Build Your Pipeline FAST (17/36)
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Fri, July 21, 2023
How to Close Any Sale (With ZERO Chance of Rejection) (16/36)
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Wed, July 19, 2023
Follow Up: The Secret to Long Term Sales Success (15/36)
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Mon, July 17, 2023
How to STEAL Your Competitor's Accounts (14/36)
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Fri, July 14, 2023
Upselling: The Quickest Way to Smash Sales Targets (13/36)
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Wed, July 12, 2023
Effective Sales Demos That Generate Eager Buyers (12/36)
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Mon, July 10, 2023
How to Stop Prospects Getting Stuck in Your Pipeline (11/36)
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Fri, July 07, 2023
Discovery, Qualification and Close on a Single Call (10/36)
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Wed, July 05, 2023
Selling by the Numbers: Quickest Path to Smashing Quota (9/36)
The post Selling by the Numbers: Quickest Path to Smashing Quota (9/36) appeared first on Salesman.com .
Mon, July 03, 2023
Social Lead Generation (What is Working in 2023) (8/36)
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Sat, July 01, 2023
How To Cold Call With No Rejection (7/36)
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Wed, June 28, 2023
4-Step, High Reply Rate, Cold Email Framework (6/36)
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Mon, June 26, 2023
How To Build the Meeting Booking Machine (5/36)
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Fri, June 23, 2023
Building Effective Buyer Lists (4/36)
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Wed, June 21, 2023
Building a Value Proposition That Gets Buyer's Attention (3/36)
The post Building a Value Proposition That Gets Buyer’s Attention (3/36) appeared first on Salesman.com .
Mon, June 19, 2023
Understand Your ICP And Their Buyer's Journey (2/36)
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Wed, June 07, 2023
How to Sell by the Numbers (2/36)
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Mon, June 05, 2023
Introduction and 5-Rules Of Sales (1/36)
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Wed, May 31, 2023
Turn on Sales Extroversion, Instantly | Selling Made Simple
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Mon, May 29, 2023
How to Control the Follow-up Meeting | Selling Made Simple
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Fri, May 26, 2023
Dramatically Improve Your Money Mindset | Selling Made Simple
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Wed, May 24, 2023
Salesman.com Update: Dumping sponsors and turning sales training on it's head...
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Mon, May 22, 2023
The ONLY Sales Training You'll Ever Need | Selling Made Simple
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Fri, May 19, 2023
Upselling: The Only Way to Land New Business During Economic Uncertainty | Selling Made Simple
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Mon, May 15, 2023
One Thing You MUST do to Have Success in Sales | Selling Made Simple
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Fri, May 12, 2023
Are You Living up to Your Selling Potential? | Selling Made Simple
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Fri, April 21, 2023
How to Put Your Needs First And Become More Assertive | Selling Made Simple
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Wed, April 19, 2023
How to Habitualize The Hard Parts of Sales | Selling Made Simple
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Mon, April 17, 2023
Proven 5-Step Sales Negotiation Framework | Selling Made Simple
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Tue, April 11, 2023
How To Incept Your Message Into The Buyers Brain | Selling Made Simple
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Mon, April 10, 2023
The 3-Rules Of Modern B2B Sales | Selling Made Simple
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Thu, April 06, 2023
The 6-Step Deal Winning Demo Framework | Selling Made Simple
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Wed, April 05, 2023
How To Close MORE Sales With LESS Effort | Selling Made Simple
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Mon, April 03, 2023
How To Deal With ANY Sales Objection (By Avoiding Most Of Them...) | Selling Made Simple
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Fri, March 31, 2023
How To Win ANY Negotiation By Making It Logical | Selling Made Simple
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Wed, March 29, 2023
Optimism: The Secret To Long Term Sales Success | Selling Made Simple
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Tue, March 28, 2023
3 Simple Steps To Steal Your Competitors Accounts | Selling Made Simple
The post 3 Simple Steps To Steal Your Competitors Accounts appeared first on Salesman.com .
Mon, March 27, 2023
How To Convince A Customer To Buy From You | Selling Made Simple
Are you finding it difficult to close deals, even though the buyer knows they have a problem and that you can fix it? The solution is to increase “the gap”. The Gap Deals often stall because from the buyers perspective there isn’t enough distance between their current reality and their future reality. For a buyer to go through the pain of purchasing, implementing and then using the solution that you provide, there must be a big enough reward for solving the issue that they are facing. I might be willing to pay $50k for a car to get me from A to B as the gap between my current reality of not being able to get to work and the future reality of getting to work is a big important one. However, the gap between being upsold on a nicer car to travel in more luxury will not be as big of a gap and so might be a harder sale to close. If the gap between the buyers current reality and their future reality isn’t big enough for them to take action you’ll hear objections like: In fact if the gap between their current reality and their future reality is small, they’ll: Try and solve the issue themselves rather than paying to work with you to fix it They won’t both going through the pain of getting a deal done and soluition implemented. Instead they’ll just live in their current reality until it becomes painful enough to take action. So, how then do we increase the gap between the buyers current reality and their future reality to that it becomes big enough that they need help from us to get from one side to the
Thu, March 23, 2023
Are These Cognitive Biases Ruining Your Chances Of Hitting Quota? | Selling Made Simple
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Wed, March 22, 2023
How To Deal With The "I'll Do It Myself" Sales Objection | Selling Made Simple
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Mon, March 20, 2023
Why You Need To Become A More Assertive Seller | Selling Made Simple
The post Why You Need To Become A More Assertive Seller appeared first on Salesman.com .
Fri, March 17, 2023
The EXACT Questions To Ask On A Qualification Call | Selling Made Simple
The post The EXACT Questions To Ask On A Qualification Call appeared first on Salesman.com .
Thu, March 16, 2023
The BIGGEST Qualification Call Mistake... | Selling Made Simple
The post The BIGGEST Qualification Call Mistake… appeared first on Salesman.com .
Wed, March 15, 2023
How Cold Email Has Changed In 2023 (And How Take Advantage) | Selling Made Simple
The post How Cold Email Has Changed In 2023 (And How Take Advantage) appeared first on Salesman.com .
Tue, March 14, 2023
Add This To Your Sales Cadence And You WILL Book More Meetings | Selling Made Simple
The post Add This To Your Sales Cadence And You WILL Book More Meetings appeared first on Salesman.com .
Sat, March 11, 2023
How To Create Effective Cold Emails FAST | Selling Made Simple
Writing cold emails can be a slow, boring process. Well, there’s a way to rapidly create, effective, meeting booking cold emails in just a few steps. To rapidly create short, sharp, meeting booking cold emails you need to leverage the “curiosity loop”. The curiosity loop is simple. It’s a three step process: Share something that builds some curiosity in the subject line Build on that curiosity in the body of the email Only share the answer to the curiosity in a call with the prospect The post How To Create Effective Cold Emails FAST appeared first on Salesman.com .
Thu, March 09, 2023
Sales Has Changed. Time To Understand The NEW Buyer's Journey | Selling Made Simple
The post Sales Has Changed. Understand The NEW Buyer’s Journey appeared first on Salesman.com .
Tue, March 07, 2023
Run The Numbers: Reduce The Stresses Of Sales | Selling Made Simple
The post Run The Numbers: Reduce The Stresses Of Sales appeared first on Salesman.com .
Thu, March 02, 2023
Sales Is A Game (Which Makes It Winnable) | Selling Made Simple
The post Sales Is A Game (Which Makes It Winnable) appeared first on Salesman.com .
Mon, February 27, 2023
14 Rapid Fire Sales Tips | Selling Made Simple
Here are 14 sales tips that will help you find and close more sales today. Presented in rapid fire fashion as who the heck has time to watch a full training video these days? The post 14 Rapid Fire Sales Tips appeared first on Salesman.com .
Sun, February 26, 2023
Sneaky Tactic To Book More Sales Meetings (Multi-threaded Sales Cadence) | Selling Made Simple
This one tactic will improve your chances of booking meetings with the real decision makers in your target accounts. And, depending on the size of the sale you're trying to win and the complexity of your product, this tactic might be the only way that you'll ever book meetings with the right people. The tactic is called multithreading and I'm going to show you how to do it in this video. The post Sneaky Tactic To Book More Sales Meetings (Multi-threaded Sales Cadence) appeared first on Salesman.com .
Tue, February 14, 2023
Sales Prospecting For B2B Sales & Business Development | Selling Made Simple
If you sell, either in a sales role or as a small business owner, sales prospecting is the most important selling skill that you can master if you want to make serious money. A full sales pipeline solves all other sales problems. The post Sales Prospecting For B2B Sales & Business Development appeared first on Salesman.com .
Wed, February 08, 2023
Get The BEST Sales Book For FREE | Selling Made Simple
Hey, I’ll cut straight to it… If you want a free copy of my new book Selling Made Simple, head to Salesman.com/book right now. This is it #SalesNation. I’ve been working on this project for years now and it’s finally here. Selling Made Simple contains everything you need to find and close more deals. It includes the 15, proven selling frameworks that will help you – Understand your market Get in front of your buyers Explain the value and close the sale The post Get The BEST Sales Book For FREE | Selling Made Simple appeared first on Salesman.com .
Wed, February 01, 2023
The Perfect Elevator Pitch - Best Example and Template | Selling Made Simple
There are three steps to creating an effective elevator pitch for salespeople: Understand your value Create a value proposition statement Use the elevator pitch template In this video we'll run through them so you can build your own, highly profitable elevator pitch today The post The Perfect Elevator Pitch – Best Example and Template appeared first on Salesman.com .
Mon, January 30, 2023
The Quickest Path To High Performing Salesperson | Selling Made Simple
Do you want to know the one thing that high performing salespeople do, that average or low performing salespeople don’t? It’s simple. High performers swim to the Island, rather than treading water… High performers are on or off. They have no in between. Hustle or play. No grey area in between (doom scrolling, watching crap TV). When you are on or off you go places, FAST! The post The Quickest Path To High Performing Salesperson appeared first on Salesman.com .
Sun, January 29, 2023
Why AI And Chat GTP Doesn't Effect Sales... Yet | Selling Made Simple
If you've logged into LinkedIn or YouTube over the past month, no doubt you've been hearing people rave about ChatGTP. You'll have heard everything from it's going to put sellers out of business to people claiming that leveraging it is the only way to beat quota. I have a different opinion… The post Why AI And Chat GTP Doesn’t Effect Sales… Yet appeared first on Salesman.com .
Wed, January 25, 2023
How To Drive More Urgency When Selling | Selling Made Simple
Are your prospects getting stuck in your sales pipeline? Do you find it difficult to get them to take action and move the sale forward? Do you have deals that you know would close if the buyer made any effort whatsoever? In this video I’m going to share how to drive more urgency in your buyers by helping them break through the status quo. The post How To Drive More Urgency When Selling appeared first on Salesman.com .
Mon, January 23, 2023
Stop Getting Ghosted By Prospects (Quick-fix!)
Are you getting ghosted by your sales prospects? You book a meeting, they promise to attend and then they don't. Worst of all they never get back to you and explain what went wrong? It sucks. You’ve put in hours, if not weeks of work to get the meeting arranged and then, poof, they’re gone. The good news is that there is an easy fix. The post Stop Getting Ghosted By Prospects (Quick-fix!) appeared first on Salesman.com .
Wed, January 18, 2023
How To Cold Email B2B Prospects - Best Cold Email Template | Selling Made Simple
To win business, you need to book meetings. To book meetings you need to be able to contact your buyers and consistently generate conversations with them. In this video I’m going to share a proven, step-by-step framework to write a cold email that generates B2B meetings, that is being used by over 2,000 salespeople and small business owners within Salesman.com academy right now to drive hundreds of millions in revenue. I include the best cold email template and some top cold outreach tips at the end of the video too. The post How To Cold Email B2B Prospects – Best Cold Email Template appeared first on Salesman.com .
Mon, January 16, 2023
How To Make Sales Easier and Less Stressful | Selling Made Simple
Do you want to make working in sales, easier and less stressful? Then you need to understand the first rule of sales. The first and most important rule of sales is that it is a game. If you frame working in a sales role as a game rather than a “job” you’ll dominate the competition. But what is a game? Games have 3 elements – Feedback loops – Grab 100 rings in Sonic the Hedgehog and you’ll get an extra life. Fall down the hole in Super Mario and you’ll lose a life. Variable outcomes – Some things will work to defeat the end level boss. Others won’t. You need to experiment to find the correct solution. Control – Your hands input your direction with a controller or the movement of your piece on the chessboard. Games that don’t have these elements aren’t fun to play. The best, longest term, most entertaining games all have these elements. Sales has them all. The post How To Make Sales Easier and Less Stressful appeared first on Salesman.com .
Thu, January 12, 2023
7 Rules To Close More Sales In 2023 | Selling Made Simple
Winning more sales becomes simple when there are clear, proven rules to follow. Rules act as barriers, either side of a path to sales success that stop us wandering off in the wrong direction. From the 2,000 high level salespeople and small business owners in the Salesman.com Academy training program and with data from over 14,000 sales professionals who have completed our SalesCode assessment, in this video I’m going to share 7 rules that if you follow, will help you to close more deals in 2023. The post 7 Rules To Close More Sales In 2023 appeared first on Salesman.com .
Tue, January 10, 2023
Life is too short... not to master sales | Selling Made Simple
Do you agree that life is short? Getting Walter, my dog was the turning point for me that confirmed the shortness of life. He’s two years old and still a puppy. Yet, he’s probably lived 20% of his life already. I’ve only got 8-10 more Christmases with him and then he’ll be gone. And I’m sure you’ll agree that 8 of most things isn’t a lot. 8 films can be finished in a weekend. 8 chocolates can be nailed in a couple of mouthfuls. So, life is short, but what does this have to do with sales? My message to you is that life is so short that if you’re not selling your products or your ideas… or you’re not selling yourself to do the things that you’ve always wanted to do… then you’re going to end up disappointed with your shot at life. This is why life is too short not to master sales. The post Life is too short… not to master sales appeared first on Salesman.com .
Mon, January 02, 2023
64% of Sales Rep Anxiety Comes from THIS | PIP
The post 64% of Sales Rep Anxiety Comes from THIS appeared first on Salesman.com .
Fri, December 30, 2022
4 Skills Needed To Win More Sales | PIP
The post 4 Skills Needed To Win More Sales appeared first on Salesman.com .
Thu, December 22, 2022
Sell The Way Your Buyers WANT To Be Sold | Selling Made Simple
Here’s a bold statement—more has changed in sales over the last 20 years than has changed in the 1000 years before it. Crazy right? But it’s true! And it’s especially true when you look at the buyer’s journey. So what’s the big deal? What’s so different today than just a few decades—heck, even a few years —ago? And what are the 3 takeaways you need to build into your sales process if you even hope to survive the shifting buyer's journey? How the Buyer’s Journey Has Changed Let’s look at how the buyer’s journey has changed. Now, as any sales rep worth their salt knows, understanding your unique buyer’s journey is key to selling successfully. As Wistia’s VP of Sales & Customer Success Peter Von Burchard told me in our interview… “Customer success is really understanding the journey that the customer is on, and the problem that you're solving as a solution and finding a way to align yourself as a company with getting those customers to achieve that end. And I think it's really about aligning the business and the solution with the goals of the customer and helping execute on that.” – Interview with Peter Von Burchard , VP of Sales & Customer Success at Wistia [01:10] Now in the old days, the buyer’s journey started with materials educating the prospect about the problem. But soon after, it’d then be taken over by the sales rep. They’d build rapport, explain the various solutions, differentiate their product from the competitors, and close the sale. But in the past twenty years or so, that’s changed quite a bit. Today, sales reps are way less involved along the way. A study from McKinsey found that up to 80% of B2B decision-makers prefer digital self-service models to “traditional” in-person models. Buyers now expect to be able to
Wed, December 21, 2022
Why Your Buyers Aint Buying From You | PIP
The post Why Your Buyers Aint Buying From You appeared first on Salesman.com .
Mon, December 19, 2022
Stop Being So REASONABLE! | PIP
The post Stop Being So REASONABLE! appeared first on Salesman.com .
Fri, December 16, 2022
How I Always Have a Full Pipeline of Sales Leads | Selling Made Simple
Ask a brand-new sales rep what the most important skill is and you know what he’ll say? “Closing.” That’s what we always hear, right? But ask a 20-year vet who’s seen a thing or two and they’ll tell you it isn’t the closing. It’s the prospecting . As Founder of Tenbound David Delany told me – “If you’re able to do your own prospecting, you'll never starve.” But I’d even take it one step further—nail down how to prospect like a pro, and you’ll live like a king . Now prospecting is one of the most valuable skills you can learn in your entire sales career. As Cardone Enterprises VP of Sales Jarrod Glandt shared – “I would rather have a salesperson that could get in the door and create an opportunity in the first place, than somebody who sucks on the front side of it but is average at the end.” Which is why we created the Sales Prospect List Building Framework. This framework is just four steps. And if you want to take a deeper dive into the strategies and techniques we’re talking about here, I suggest you head over to the link in the video notes below to read the full guide. Alright with that disclaimer out of the way, let’s jump into the framework. 1. Refine Your ICP Now step one is refining your ICP or ideal customer persona. These are essentially your perfect buyers. And they’re the prospects you want to be focusing on the most. Here are some qualities to look for when trying to identify your ICP: Are easiest to close Have the pain point you’re solving Understand your product’s value Offer the fewest objections Are urgently re
Wed, December 14, 2022
5 Traits of TOP Salespeople | PIP
The post 5 Traits of TOP Salespeople appeared first on Salesman.com .
Mon, December 12, 2022
How To Retire Early - A Guide For Salespeople | Salesman Podcast
Hitting quota, buying that dream Porsche, taking the family to Disney Land. These are all noble financial goals for salespeople but they’re all dumb. In this video I’m going to explain the only financial goal that you should have and if you’re watching this video right now, you’re probably further away from it than you think. The only thing you should be aiming for in your sales career is financial freedom. Otherwise known as early retirement. Why Would I Want To Retire Early? Why?: Because working in sales will kill your soul. It’s emotionally draining. But… It’s the fastest way to make insane amounts of money legally and ethically. It’s the safest way to make money (no risk of starting a business or investing capital). You’re in control of your own success. Assumption?: This works on the assumption that you actually want to retire early. If most people believed it was possible, most people would aim for it. Most people believe the lie that you have to work until you’re 65 before it’s possible to retire. This isn’t true. Conclusion?: Sales is a great medium term (5-10 years) career to acquire significant wealth to retire early on. It’s probably not the most fulfilling longer term (11-30 years) career. It’s a trade off: Work hard now so that your future self can live the life that you dream of living now. How Do I Retire Early? First off let's define what early retirement is so that we know what we’re aiming for. Defined: When your assets generate more income each month than you spend. Two ways to get there: Reduce costs (need less money from assets to live on) Increase income (can buy mor
Sat, December 10, 2022
Why You Suck And Need A Coach | PIP
The post Why You Suck And Need A Coach appeared first on Salesman.com .
Wed, December 07, 2022
You Have A VALUE Problem (NOT A Sales Problem) | Selling Made Simple
Few things are as foundationally important to sales success as your value proposition statement. In just one sentence, it captures who your buyers are, what problems they’re facing, how your product solves that problem, and so so much more. And when constructed properly, it should drive nearly every action and strategy of a business. But when your value proposition is off, well that can spell huge problems for attracting the right buyers for what you’re selling. Now before we get into the Value Proposition Design Framework, I want to point out that we’re going to be doing a brief overview. For those who want to dive deeper into each of these steps, I suggest heading over to Salesman.org. There you can find an article that talks about each step in-depth. Alright with that said, let’s dig in. 1. Identify Your Value (The Value Diagram) So step one of designing your value proposition is to identify your value. In the framework, we call this filling out The Value Diagram. And it’s got three sections: Your Products Perk Producers Strain Reducers Your job is to fill out these three sections. You can start by listing out all the products or services you offer. Try to be thorough here. Because the next steps are to fill out the perk producers and strain reducers of each. What are the benefits your products add to your buyers’ lives? Do they outperform your competitor? Do they lead to a positive social consequence like boosting their reputation? Do they create cost savings? Write those down in the perk producers section. And how do these products eliminate hardships your buyers go through? Do they fix frustrating solutions? Eliminate risk? Limit or get rid of common mistakes buyers make? List them out in the strain reducers section. 2. Find Your Ideal Buyer (The Buyer Breakdown) </h2
Mon, December 05, 2022
Make Selling Easy By Understanding The Buyers Journey | PIP
The post Make Selling Easy By Understanding The Buyers Journey appeared first on Salesman.com .
Sat, December 03, 2022
Micro-Closing: Stop Deals Getting Lost In Your Pipeline | PIP
The post Micro-Closing: Stop Deals Getting Lost In Your Pipeline appeared first on Salesman.com .
Thu, December 01, 2022
How To Send Effective Cold Emails | PIP
The post How To Send Effective Cold Emails appeared first on Salesman.com .
Tue, November 29, 2022
One Page Plan (How I Stay Motivated In Sales) | Selling Made Simple
Look, everyone’s felt unmotivated at work at one time or another. But salespeople in particular struggle with a lack of motivation the most. And if you’re not motivated to sell, you’re not motivated to earn . So how do to stay on the course to success, even on those “blah” days? You sell by the numbers . You can start by creating your very own One-Page Plan. And today, I’ll show you how. I’ve said it before and I’ll say it again… “By a massive long shot, salespeople's biggest pain point is motivation.” – Will Barron’s Interview with HubSpot’s Kim Walsh timestamp [30:00] Which is why today we’re covering the best motivation system I’ve found to keep me going—selling by the numbers—breaking down your yearly goals into smaller monthly, weekly, and daily goals. How It Boosts Motivation How does selling by the numbers boost motivation in the first place? Well, there are actually four reasons why this approach to sales works so well. 1. One Path to Success First, it’s a single path to success. Compared to the “winging it” approach, selling by the numbers gives you clear, weekly (and even daily) goals so you can quickly know when you’re winning and when you’re falling behind. Achieve those goals, and you’re making progress. Simple as that. 2. Easy to Communicate Two, it’s easy to communicate to your management. When you’ve clearly defined your goals, it’s easier to get your supervisors behind a plan. And with their support, your 10X more likely to stay on track. 3. Forces You to Decide What You Want Third, selling by the numbers forces you to decide what you want. This framework moves backward, so you’re defining what your goals are right at the start. And as long as you’re following the plan each day, you can rest assured you’re con
Thu, November 24, 2022
3 Steps To Find And Close More Sales (In The Next 30 Days) | Selling Made Simple
Over the past six years, The Selling Made Simple Academy has EXPLODED. 2000+ academy students, $992M earned by our members, more than 20 proven frameworks—and we’re not showing any signs of slowing down either. And it’s all thanks to how we make selling simple . Today we’re breaking down our unique sales methodology step by step. And with it, you can start simplifying your sales process and leveling up your career today. So let’s start things off by answering one simple question… Why Use Frameworks at All? Why use frameworks at all? Well first and foremost, one of the biggest problems I’ve seen with my students over the last few years is that they’re confused. They’ve got a million different methodologies pulling them in a million different directions. And instead of taking steps forward , they’re just going around in circles. The problem? They’re overcomplicating things . .circle-img { border-radius: 50%; -moz-border-radius: 50%; -webkit-border-radius: 50%; -o-border-radius: 50%; } #quote-container-bottom { width:100%; overflow: hidden; margin-top:20px; } #quote-one-bottom { width:10%; float:left; padding:5px; } #quote-two-bottom { width:90%; float:right; padding:3px; } @media only screen and (max-width: 767px) { #quote-one-bottom { display: block; float: none; width: 100%; padding: 0px 0; } #quote-two-bottom { display: block; float: none; width: 100%; padding-bottom:0px; padding-left:0px; padding-right:0px; } } Expert Note: “So much of what we do in management, in sales, in life, is making things more complicated than they ne
Tue, November 22, 2022
How I Keep My Sales Pipeline Packed (Referrals) | Selling Made Simple
Pop quiz hotshot—what’s your best channel for bringing in quality leads? Is it cold calling? Or email? Maybe LinkedIn? [Buzzer sound] Bzzzzzt . Wrong. Wrong wrong wrong. These are all okay sources. But they’re far from the best. It turns out it’s your own buyers that are the most superior source of leads. Because they open up the door to the holy grail of all lead types—the referral. The question is, do you know how to earn those referrals without alienating your clients? Why Referrals Rock What’s so great about referrals anyway? Well simply put, referrals are just plain better than any other type of lead. Here’s why. A) They’re The Easiest Leads You’ll Ever Uncover First up, they’re the easiest leads you’ll ever uncover. According to a report from Social Media Today, more than half of marketers ( 54% ) say referral marketing generates more cost-efficient leads compared to other marketing channels. .circle-img { border-radius: 50%; -moz-border-radius: 50%; -webkit-border-radius: 50%; -o-border-radius: 50%; } #quote-container-bottom { width:100%; overflow: hidden; margin-top:20px; } #quote-one-bottom { width:10%; float:left; padding:5px; } #quote-two-bottom { width:90%; float:right; padding:3px; } @media only screen and (max-width: 767px) { #quote-one-bottom { display: block; float: none; width: 100%; padding: 0px 0; } #quote-two-bottom { display: block; float: none; width: 100%; padding-bottom:0px; padding-left:0px; padding-right:0px; } } Expert Note: “The most important way of generating future business,
Fri, November 18, 2022
Why Selling Frameworks Help You Win More Business | PIP
[spp-player] All professionals use frameworks. A framework is a step-by-step process to achieve a predetermined goal. Well-defined frameworks separate professionals who win, from hacks that can only dream of success. A surgeon doesn’t guess their way through an operation. They follow a framework to remove the tumor. An engineer doesn’t use a hunch to decide how deep the foundations need to be. They follow a framework to calculate the correct depth. For salespeople, frameworks are the key to reliably beating quota and making serious money. There are selling frameworks to convert competitor accounts and selling frameworks to connect with potential buyers. Frameworks to become more assertive and frameworks to generate more referrals. There are 27 fundamental selling frameworks in total. But if frameworks make winning that simple, why doesn’t everyone use them? The biggest hurdle to using frameworks in sales is intuition. Selling culture has embraced the intuitive seller. We don’t talk bout the salesman who worked 9-5, followed the frameworks and reached 140% of his sales target. We do bang on about the seller who followed their passion, went above and beyond for their buyer or who used some new psychological trick to close a deal. Salespeople stress when their manager asks them about their pipeline progress. But they bustle with excitement when they share a gut feeling about a deal. If selling frameworks make you nervous, it’s probably because they threaten your reliance on intuition. It’s time to get over it. If you want to beat quota and make some serious money, start using frameworks. It’s time to become a professional. Ready to get started? I’ve outlined all 27 of the fundamental selling frameworks a free training video and workbook. You can find it for a limited time at Salesman.org/Training. The post Why Selling Frameworks Help You Win More Business appeared first on <a href="https://salesman.
Wed, November 16, 2022
Why “MORE” Doesn’t Win Sales
[spp-player] Make more calls. Send more emails. Knock on more doors. Use more technology. More! It doesn’t work. The problem for most salespeople isn’t that they need more. The problem is that they don’t know how to sell. At a certain point, giving a racing driver more power, more grip, more downforce doesn’t make the car go faster. Skill becomes the limiting factor. Would I beat Lewis Hamilton in a race if my car had 20% more horsepower? Heck no. Would I be able to keep up with Lewis if I had an instructor next to me and another additional 50% horsepower? Nope. If your buyer doesn’t care about your story and the value that you deliver to the market, then it doesn’t matter how many times you reach out. More isn’t the solution to your problem. Getting better at selling is the answer. “So, Will you big smart arse, how do I get better at selling them?” There are four steps – Personality – Become the person who is comfortable talking about money, being rejected, and doing the work. Process – Understand the step-by-step frameworks that take a person from prospect to buyer. Platform – Become known in your industry as an expert and shortcut the sales cycle by going straight to adding value. Performance – Turbocharge your efforts by becoming motivated, productive, and influential. More interruption is lazy. It’s lazy because if you really did know how to sell, you’d impact your prospects rather than send them more crap. The post Why “MORE” Doesn’t Win Sales appeared first on Salesman.com .
Tue, November 15, 2022
The MOST Effective Underused Sales Strategy | Selling Made Simple
When potential buyers start walking away from a deal, most reps do one of two things. 1) They re-emphasize the value of their product. Or 2) they offer a discount. Sometimes it works. Sometimes it doesn’t. But there’s a third option here too. And that’s down-selling. Down-selling is one of the most underutilized tools in a sales rep’s toolbox. And when you know how to do it right, it can mean a serious boost to your monthly earnings. How to down-sell the right way so you can salvage more deals, boost your numbers, and bring in a fatter commission check. Sound good? Then let’s go. What Is Down-Selling? What is down-selling anyway? Well let’s start with a definition we can all agree on. Down selling is the art of strategically closing prospects when they are on the way out of the door. When you down-sell, you close sales that otherwise would have gone to your competition. And when you down-sell, you’re getting deals done even if they are less profitable than what you would have liked. It’s not ideal, sure. But it’s better than the alternative—no sale at all. .circle-img { border-radius: 50%; -moz-border-radius: 50%; -webkit-border-radius: 50%; -o-border-radius: 50%; } #quote-container-bottom { width:100%; overflow: hidden; margin-top:20px; } #quote-one-bottom { width:10%; float:left; padding:5px; } #quote-two-bottom { width:90%; float:right; padding:3px; } @media only screen and (max-width: 767px) { #quote-one-bottom { display: block; float: none; width: 100%; padding: 0px 0; } #quote-two-bottom { display: block; float: none; width: 100%; padding-bottom:0px; padding-left:0px; padding-right:0px; } }
Fri, November 11, 2022
How To Tell A Remarkable Sales Story
[spp-player] Everybody loves a remarkable story. The difference between an average story and a remarkable one is the amount of imagination that is captured. Remarkable stories take your buyers somewhere new. Remarkable stories aren’t always factual, but they are always consistent. Buyers have a tough time working out if the hero was called Barry or Brian but they’re very good at sniffing out inconsistencies in how the story starts and ends. Remarkable stories build trust. In a world where nobody trusts anyone anymore stories are an increasingly powerful weapon of mass attention. We don’t trust the news. We don’t trust vaccine manufacturers. We don’t trust salespeople… unless they tell a remarkable story. Remarkable stories don’t require high production values, slide decks or a conference room. Either the buyer is eager to listen, or they’re not. Remarkable stories are never aimed at an entire market. What is remarkable to you isn’t remarkable to me. When you dumb down a story to make it fit for many, it becomes average to all. The most remarkable stories match the world view of a tiny audience and then the tiny audience amplifies it on your behalf. Finally. remarkable stories don’t teach buyers anything new. Instead, the very best stories agree with what the buyer already believes and makes them feel smart. The more secure you can make the buyer feel with your stories, the more likely they will be to buy your product. The post How To Tell A Remarkable Sales Story appeared first on Salesman.com .
Wed, November 09, 2022
Think Like a Sales Pro – 8 Biases Holding You Back | Selling Made Simple
In a perfect world, we would all make decisions based on logic alone. But the science tells us that the majority of our choices are influenced by biases—automatic modes of thinking we don’t even realize are controlling us. Better understanding these 8 cognitive biases lets sales reps like you get in the heads of your buyers, subtly influence leads, and secure your sales success. 1. Anchoring Bias The first cognitive bias is called the anchoring bias. When making decisions, humans rely more heavily on the first lot of information they receive over any subsequent lots of information that come their way. The issue is, the first lot of information isn't always the most reliable. For example, say I'm selling a product and I tell you it's worth $20,000 a month. Then two days later I come to you with a credible story that I can now offer it to you for the low, low price of $10,000 a month. Seems like a complete bargain, right? This is because your judgment on what pricing is fair is based on the initial information that you received. This is an example of how “anchoring” is used as a tool of influence. Many organizations sell their products by anchoring a fictitious price that the product never actually sells for. Then they pitch the lower price afterward to secure a deal. This can also be used more subtly too. For example, if I ask you whether the tallest building on the planet was more or less than a thousand feet high, I've already anchored this number in your brain which can skew your response. So if you were thinking of a number between 800-1300 ft, then my question that mentioned 1,000 feet specifically skewed your answer. As it turns out, the world’s tallest building is in Dubai and is 2700 feet tall! See how that works? 2. Availability Bias The availability bias is when people overestimate the importance of the information they've already accepted. And
Mon, November 07, 2022
5X More Callbacks (Sales Voicemail Examples) | Selling Made Simple
We all know mastering your cold calling game is essential for sales success. But what a lot of reps don’t come prepared for is voicemail. And that’s a real problem since 4 out of 5 cold calls end in a no pickup. So, how can you up your voicemail game and maximize the value of every one of your calls? Simple—just use these three word-for-word voicemail templates. So, ready to beef up your voicemails with these templates? Great, then let’s jump in. 1. The Foundation The Foundation Template. This is the template that each of the other voicemail templates are built on top of. And it goes like this: Hello, this is [your name] from, [company name]. I’m calling because, [reason for calling]. This benefits you for, [benefits]. I will follow up with an email right now and I look forward to speaking with you shortly. Have a great day. Goodbye. It’s simple. And it’s effective. Now let’s take a look at what using this template looks like in the real world. Real World Example So this is a word-for-word example of what I say when selling our Selling Made Simple Academy to the VP of Sales: Hi this is Will Barron, calling from Salesman.org. I’m calling because we’ve just improved your competitor’s revenue by 24% with 4 weeks of training and we can do the same for you. I will follow up with an email right now and I look forward to speaking with you shortly. So let’s break down this template so we can understand what we’re really trying to do here. First off, you can see that I’m not doing anything weird or manipulative. The old-school way of selling would be something like this: “I’m calling as I have something incredibly exciting to share and I need you to call back right now before you lose access to it…” I’ve even heard old-school sales trainers t
Fri, November 04, 2022
More Data Doesn’t Close More Sales
The internet is an opportunity and an issue for sellers. A few clicks and you have infinite data. More is being added to the infinite every second. But you can’t consume, research or act on infinite. If there were infinite rules to a sport, we wouldn’t watch it. If there were infinite Disney characters, they’d have no brand value. Humans are not wired for infinite. And here steps in our sales automated outreach tools… “Artificial intelligence will scour the infinite sales data you have and give you exactly what you need…” Maybe someday. Right now AI can’t even keep obvious spam out of my inbox. Until recently, having more data helped salespeople. Suddenly, more data adds confusion and procrastination to their days. You know who has the exact information you need? Your buyer. It’s much more effective to call your buyer and ask them a question than it is to stick another software tool in your “sales stack”. Computers are great at gathering general data. Humans are better at uncovering the important bits. Computers will tell you the numbers, metrics and charts. Humans are better at finding why people do things. Computers are better at algorithmic math. Humans are better at motivating other humans. Computers will mine your online activities and spit out a persona that marketing loves. Humans will influence another human and close the damn sale. So if you’re struggling to get in front of or influence people in the market right now, stop starring at endless dashboards and pick up the phone and ask a couple of people who bought from your recently – Why did you buy from us? How did you find out about us? What could we have done to speed up the sales process? And then do more of that. Make selling simple. Click here to see if Salesman.com Academy can help you simplify your sales process. The post More Data Doesn’t Close More Sales appeared first on Salesman.com .
Fri, November 04, 2022
Cold Outreach Sales Cadence Framework: A B2B Sales Guide
Sales reps are busy (you know this). Lead generation, following up with prospects, updating contact info, setting up meetings, researching buyers, closing deals—it all takes time to do. A lot of time. It's no wonder, then, that sales reps are happily incorporating sales automation tools into their processes more and more. These tools drive efficiency, free up time, and even boost conversion rates. According to Instapage , 80% of marketing automation users see increased leads, and 77% see increased conversions. However, using an automation tool effectively means developing a strategic and data-driven sales cadence. But what is a sales cadence? How does it help? And what elements should every sales cadence contain? That's exactly what this guide examines. We're also going to look at some proven sales cadence frameworks and examples you can model your framework after. What Is a Outbound Sales Cadence? An outbound sales cadence (or prospecting cadence) is a sequence of communications or “touches” that salespeople can follow to develop relationships with buyers. They usually consist of various outreach methods (email, phone, social media, etc.) and span several days, weeks, or even months. Your sales cadence is a critical part of the modern B2B sales process. Think of a sales cadence like a cold outreach roadmap. A strategic sales cadence tells you when to reach out to leads and how to communicate with them. With it, there's no more asking, “Should I follow up today or tomorrow?” And there's no more wondering which communication method to use. Like so many other aspects of sales, there's no single cadence that's a fit for every business or industry. Bigger deals with a longer sales cycle, for instance, might call for a more stretched-out sales cadence. Conversely, products with a lower price point may benefit from a more rapid sales cadence. That's why it's so essential to develop and tweak a sales cadence that's right for you and your current outbound sales strategy. Why Should You Use One? Some sales reps are under the impression that a effective sales cadence is only suitable for large teams. And for smaller businesses, salespeople should simply “feel” their way through connecting with a buyer. This couldn't be further from the truth. Instead, implementing and following an official, clearly defined sales cadence brings a variety of benefits for sales teams, both big and small. Benefits for a sales rep like – Simplify – The most significant benefit of following a sales cadence is that you never lose track of where you're at in the sales process. Most successful deals require eight touches, according to <a href="https://blog.hubspot.com/sales/the-u
Thu, November 03, 2022
Are You Telling Or Doing? | Performance Improvement Plan
Day to day, do you spend more time telling or doing? What do I mean by that? – Do you solve problems for your prospects and earn the meeting or do you tell them you have a wonderful solution? Do you pick up the phone cold call prospects or tell your colleagues about the newest cold calling hack that you’ve uncovered? Do you ask for the business assertively or do you tell your sales manager that you think the deal is probably going to come in soon? There are countless ways to tell. You can shout, talk, scream, leave passive aggressive post-it notes on the office microwave informing Barbra to clean her shit up. Doing stuff is different. To have an impact on our environment, we need to do. Telling rather than doing is the safe thing to do in the corporate environment. You can get feedback, someone can stop you before you make a mistake, people will chat back and forth about the best way to do stuff. But if you actually cared about the outcome of the situation, you wouldn’t tell, you would do. If my house is on fire, I’m running in to get my dog out. I’m not standing around telling people about my plans. If I really think Salesman.com Academy can help a salesperson reach their potential and become finically free in just a couple of years, I’ll follow-up until they get signed up. So today, when you go to tell a prospect, a colleague or your sales manager about your plans. Stop. Shut up and take the first step of action towards completing them. I guarantee that you’ll make more progress than by chatting crap. The post Are You Telling Or Doing? appeared first on Salesman.com .
Thu, November 03, 2022
Eliminate Price Objections – 4 Steps to Boost VALUE | Selling Made Simple
Pop quiz hotshot—what’s the #1 sales objection you’re likely to run into? Got it yet? The answer is overwhelmingly … price . But 90% of the time, the problem isn’t about budget or expenses. It’s about value . The better you are at selling your value, the less price is going to matter. And this 4-step framework shows you how to do just that. Now, one of the most important lessons you’ll learn in your sales career is that value isn’t the same as price. And oftentimes, an objection on price really comes down to value, not the cost. In my interview with Saas marketing expert Ajit Ghuman, he said the same thing… .circle-img { border-radius: 50%; -moz-border-radius: 50%; -webkit-border-radius: 50%; -o-border-radius: 50%; } #quote-container-bottom { width:100%; overflow: hidden; margin-top:20px; } #quote-one-bottom { width:10%; float:left; padding:5px; } #quote-two-bottom { width:90%; float:right; padding:3px; } @media only screen and (max-width: 767px) { #quote-one-bottom { display: block; float: none; width: 100%; padding: 0px 0; } #quote-two-bottom { display: block; float: none; width: 100%; padding-bottom:0px; padding-left:0px; padding-right:0px; } } Expert Note: “Many times the issue of price is not the issue of price, it's an issue of we didn't communicate the value properly.” <img decoding="async" src="https://salesman.com/wp-content/uploads/2022/11/th-2790662996.jpg" style="width:48px; border-radius: 50%; -moz-border-radius: 50%; -webkit-border-radius: 50%;
Wed, November 02, 2022
Why There’s No Second Place In Sales
[spp-player] Stop rushing to come second. In sales second place doesn’t count. Only one salesperson wins the deal. The flip-side? When you’re the best selling becomes easy. People will fly across the world to visit the best restaurant. People will wait in line for hours to get a piece of paper squiggled from the best athlete. When you’re ill, you don’t ask for the second-best doctor. You’ll shout, demand and pay way over the market rate to speak to the best. We all have limited time and so we intentionally narrow our choices to those at the top. If you’re not the best salesperson, you don’t exist. Our culture celebrates the best. It’s typical that the top salesperson in your industry makes 10 times more than the second best. Probably 100 times more than the 10 th best seller. It’s a steep curve. There’s only room at the very top for a few people. That scarcity makes being number one worth something. Do you want to earn more money? Get more respect? Want to stop cold calling and have buyers throwing themselves at you instead? Then become number one. At this point you might be screaming in your head “of course I want to be the best”. But do you really? Where is the evidence? What have you gone through that your competition hasn't? What expertise have you developed that they don't have? What audience have you slaved away to create that they don’t have access to because they’ve been watching game of thrones instead? It’s easy being number one. It’s arduous work to get there. If you want to dominate the mind of your buyer, become number one. Not the number one generic salesperson in the world. There’s too much competition. Become the number one salesperson for your specific product, in your specific industry, in your specific location, for your specific ideal buyer. That’s doable, right? Being average is for losers. Being number one makes selling simple. The post Why There’s No Second Place In Sales appeared first on Salesman.com .
Tue, November 01, 2022
Doing Average, Will Get You Average Results | Performance Improvement Plan
A big shoutout to the HubSpot Podcast Network for supporting this episode. Stay inspired with more podcasts that help grow your business at HubSpot.com/podcastnetwork. Today's principle is that average action will always get you average results. Most salespeople barely hit their quota and that used to be me as well. It wasn't until I started becoming more unreasonable with my expectations that my income started to explode. The cold hard truth is that what you did to have success during the good times is not going to be enough to make it through a recession. Therefore, you need to become unreasonable. Unreasonable with your levels of action. Unreasonable with your assertiveness. Unreasonable in taking new approaches that you hadn't considered previously to find and close new business. Practically this means 5 things – 1– Longer hours You may have to work longer hours at least at first to start testing what works and what doesn't in this new selling environment. How you generated leads during easy times is unlikely to be effective when you try implementing it during a recession. You’re going to find that prospects want to speak to salespeople even less than before. I'm not saying that you should reduce the amount of sleep that you get each night so that you can squeeze a few more hours of prospecting each day. What I am saying is, that you will need to uncover new ways of achieving your previous level of results. 2– Then become lazy Counter the first point, as soon as you uncover a better way of finding and closing new business you need to become lazy. Uncover the 20% of efforts that is getting you 80% of your results and focus in on that. Ditch the crap that isn’t crushing it. Then a few weeks later, find the 20% of effort that is getting you 80% of the results within your new process. And continue this until every moment that you are working in the new selling environment, you're generating meetings and progressing sales to a close. The recession that we’re in is not like COVID. During COVID the advice from sales experts was to stay in touch with prospects, even if they weren't buying from you in that moment and to start to build stronger relationships with them so that when the money starts following, your deals will come back to life. COVID however was a completely different environment to a real recession because it was artificial. Governments were stopping people going to the office, the public could not spend their cash the ways that they would usually do so. So the market was artificially held back for 12 months. This time around we have an organic and completely natural downturn in the economy. Companies still have cash; you must work out the most efficient way to get in between the problem they have and the solution they need so that you can accept payment for solving their pain point. 3– Lose the loser
Tue, November 01, 2022
Start Loving Sales Calls ❤️ – 5-Step Pre-Call Plan | Selling Made Simple
Ahhhhh the sales call. This is where the magic happens in any buyer’s journey. When it goes right, a sales call qualifies your buyer, drives enthusiasm, and sets the final deal in motion. But done wrong, it can eliminate trust, tarnish your brand, and send leads headed for the hills – permanently. There’s a lot riding on a sales call. And if you don’t come to the table with a strategic Pre-Call Plan, you’re setting yourself up for failure. When we’re working with the sales professionals in our community at the Selling Made Simple Academy, the salespeople who love their calls tend to do more pre-call preparation than the folks who don’t enjoy them. The good news is that this pre-call preparation can be done in just a couple of minutes too. So if you want to find yourself much more relaxed, focused and effective in your next sales call, then let’s start building your Sales Pre-Call Plan. 1. Review Step one is conducting a brief yet thorough buyer review. Before picking up the phone, give yourself a few minutes to open your CRM and LinkedIn to read up on the person you’re going to be speaking to. Now you don’t have to go too crazy with the details here. Just get enough information to inform the rest of your research and planning. Try to answer these questions before you move on through the rest of your pre-call planning: When was the last time you spoke with this person? What has changed in their world this month? Are they qualified to do business with you? 2. Catch Up Next you should have a couple of questions in your mind to bring everyone who’s involved in the conversation up to speed so you’re all at the same point in the sales process. Have these questions lined up before dialing so you’re ready first thing. Your catch-up questions could be: You’re still in the market to change X in your busine
Mon, October 31, 2022
In Sales, You Are Always Where You Deserve To Be | Performance Improvement Plan
A big shoutout to the HubSpot Podcast Network for supporting this episode. Stay inspired with more podcasts that help grow your business at HubSpot.com/podcastnetwork. Welcome to the “performance improvement plan”. This is a new series of short-form podcast episodes that I promise to put together and will continue to publish as we move into and hopefully out of the impending recession. For anyone who is fortunate to have not come across the term performance improvement plan in their career, a performance improvement plan is what your sales manager leadership put you on when your performance isn't up to scratch. I’ve been on two of them, but I came out of the other side a stronger, more effective salesperson. Sometimes they’re exactly what you need to get your head out of your ass and to start making real progress. In my experience performance improvement plans are typically enacted when your management wants to start collecting evidence that you are not performing to the standards of the organisation so that they can then eventually let you go without any repercussions of firing you. This performance improvement plan series that I’m going to publish each however is different. I'm here to give you the daily motivation and tactical advice you need to improve your performance to the point at which your success becomes undeniable within your organisation. The goal being that the amount of revenue that you're going to generate in both hard times and easy times will make you unsackable. The first lesson that I have for you today is a tough one. It’s a bitter pill to swallow, but if you an choke it down, your life will be better for it. The lesson – “you are exactly where you deserve to be” Let me say that again you are exactly where you deserve to be. This is a harsh reality of not just B2B sales but of life as well. If you are behind on your quota right now, you have only yourself to blame. It's been widely publicised in the media that a recession is coming. You are bright enough to understand, that during recessions most organisations reduce their spending on products and services that are not essential, and they become a lot more picky as to the products and services that they do spend money on. And so, knowing this, if you haven't been working your ass off for the past six months to build a solid sales pipeline, you are exactly where you deserve to be. If you haven’t at least six months’ worth of living costs saved up in a liquid bank account, and you've been spending money on crap that you don't really need, again knowing that there is an impending recession that will affect everybody sales careers, you are exactly where you deserve to be. If during the good times of the past ten years of rapid economic growth, you’ve been spending your evenings watching Netflix, becoming overweight, and going out of your way to avoid learnin
Thu, October 27, 2022
5 Questions To Uncover The Buyers REAL PAIN | Selling Made Simple
Killing it in sales is all about one thing—alignment. Is what you’re selling the solution to your prospect’s problem? Does it alleviate their pain points? The tricky thing though is that 95% of the time, prospects only tell you about their surface-level pains. But to close a deal successfully, you need to be able to solve the problem that’s causing those pains. You’ve got to treat the disease, not the symptoms. And today we’re looking at 5 word-for-word questions to help. Surface Level Pains During the first few talks with potential buyers, you’ll only scratch the surface of their pain points. Your prospects don’t have the expertise to really get to the bottom of the issues. And so you’re left with the superficial problems, not the ones that are the real cause of their pains. Now that’s actually good news for salespeople like us. Because if buyers did have that knowledge, products, or expertise needed to dive deeper into their pains, they could solve them without your help. So this leaves a gap between a buyer knowing they have a problem and not knowing how to fix it. And that’s where we come in. We close that gap. But to do that, we need to move past the superficial pain points and get to the heart of a buyer’s problem. And we can do that using five questions in particular. Now before we get into those questions, there are four main categories that surface-level buyer pains fall into. Let’s look at some examples of what your potential buyers might say for each category. #1. Financial Pains Financial pains. You can spot these with statements like… “Revenue is up, but profits are down” “I don’t have enough visibility of the numbers to make sound financial decisions” “We’re only profitable enough to keep the doors open” #2. People Pains People pains, shown by statements like… <li
Thu, October 27, 2022
Value Proposition Design Framework: Find Your Ideal Buyer | Salesman Podcast
The value proposition is a foundational component for any successful sales department. It tells salespeople like you which demographics to target. It clues you into your buyer's biggest hopes and fears. And it guides your strategy for closing deals and earning that oh-so-sweet “yes.” But what happens if your value proposition is wrong ? What if the ideal buyer that marketing has told you to focus on isn't a fit for your product? What if all those unclosed leads who said your product “just isn't right” for them… were actually right? This guide takes you through how to develop, refine, and verify your value proposition. Along the way, you'll learn our proven four-step value proposition design framework. And with it, you can determine your product or service value (The Value Diagram), find your ideal buyer (The Buyer Breakdown), and develop the value proposition you need to close more sales. *How to Use This Guide – Despite how much business is done these days digitally, some things are still done better with your bare hands. That's why we recommend printing out both The Value Diagram and The Buyer Breakdown and filling them in with sticky notes. There is going to be quite a bit of shifting ideas up and down in terms of priority. And if you're trying to type ideas in or even writing them directly onto the sections, you'll be doing a lot of Ctrl+Xing and erasing along the way. Also, be sure to progress linearly throughout and not skip ahead for the best results with creating your unique value proposition. What Is a Value Proposition & Value Proposition Design? Before we get started on the value proposition design framework, let's first define what a value proposition is. Simply put, a value proposition is a promise to your buyer about what you have to offer. It should be free of jargon and painstakingly clear. It should communicate the benefits of choosing you over the competition. And it should identify who your ideal buyer is. Value proposition design, then, is the methodology used to create your value proposition. Plenty of respected business thinkers have covered value proposition design—namely, Alexander Osterwalder, who penned a book of the same name . In the Value Proposition Canvas, Osterwalder outlines how to develop a effective value proposition that gets to the heart of your product's value and shows how it solves your buyer's problem. Our four-step value proposition design framework is built on the principles outlined in Osterwalder's book. But instead of focusing on developing a new product based on a buyer's needs, our framework is for salespeople with an existi
Tue, October 25, 2022
7 PROVEN Ways to Increase Sales Productivity 🚀 | Selling Made Simple
Eventually in your sales career, you’re going to hit a maximum effectiveness at winning business. “You can’t squeeze blood from a stone,” as the old saying goes. But that doesn’t mean you’re stuck where you’re at. If you want to drive more deals now, you’ve got to increase your throughput of sales leads. And that takes boosting your sales productivity using these 7 techniques. 1. Reverse Engineering Reverse engineering your goals, mainly your financial goals. What are you shooting for? Is it your dream house? Sending your kids to college? A ridiculously fancy new watch? What is it that you want? Take your goals, jot them down, and then it’s time to work backward. Start with how much extra income you need to afford those goals in a specific amount of time. So say you want to bring in enough to put a 20% down payment on a $500,000 house in 3 years. What you’ll do is break down the extra amount you’ll need to earn $100k each year, or $33,000. Then break that down into quarterly, monthly, and weekly commission goals. But the work isn’t done yet. Now you have to take your sales success rate and work backward to determine how much outreach you need to do every week. So if you have a close rate of 5% and each deal nets you an extra $1000, you’ll have to find 660 prospects a year to achieve your financial goals. And that boils down to 13 prospects a week, totally manageable. And best of all, you’ll always know when you’re on track to that brand new house and when you need to make up for lost time. 2. Measuring Progress Now number two is measuring progress. If you aren’t keeping track of everything, you’ll have no idea if you’re 1) being productive and 2) becoming more productive. You’ll be going on feel alone and have no real data to show for it. So what should you do? Measure your stats relentlessly. At a bare minimum ,
Mon, October 24, 2022
Qualifying Sales Leads: Increase Close Ratios by 500%
When it comes to qualifying sales leads, more doesn't always mean better. Notably, if the sales leads are not qualified. You could spend hours each day and still only manage to close a measly 1-3 leads out of a hundred. So, how does a B2B lead qualification process work? What systems can you employ to increase the effectiveness of your qualification process? And, most importantly, how is the perfect qualifying process different from the one you currently use? The important thing is knowing that the sales lead qualification process is all about knowing which questions to ask and whom to ask them. What Does Qualifying A Sales Lead Mean? Qualifying sales leads means the same thing in every context: determining if the subject meets predetermined criteria or ‘qualifies' for it. For example, to qualify a lead is to determine how likely the lead will develop into a sale. The whole point of sales lead qualification is to reduce the time a sales representative spends talking to potential customers who will not turn into buyers. Otherwise known as ‘chasing leads.' Sales qualification helps weed out the tire kickers by using a framework that allows the sales rep to process a lead and determine its sales potential. Narrowing down what B2B sales lead qualification frameworks you want to leverage each day when qualifying prospects is the biggest hurdle to success here. For example, if you are selling insurance products, a qualified lead would be someone who owns the item you're selling insurance for. You'd be surprised to learn about the amount of time sales reps spend chasing leads that are not even related to the products or services they are selling. Success in sales often comes down to spending more time with buyers who are a good fit and ready to buy. The ratio of the number of sales a rep closes from all the leads they have is called the close ratio . So when you are looking at improving the number of sales you make from your leads, you have to improve your close ratio. This is different from the conversion ratio , which measures how many leads you secure from the number of people exposed to your marketing efforts. Why Would You Want To Qualify Your Leads? The most straightforward answer is to save yourself time and effort. Less time spent on disqualified leads means more time spent on qualified ones. That means more conversions or sales. Successful sales people spent more time with decision makers, who use lead scoring and have a defined sales process. Sales Lead Qualification 101: The Basics The success of your attempts at qualifying sales leads depends on how effectively you can measure your leads' responses against your qualification criteria. We will discuss different qualification frameworks later but let's look at what they all share. Qualifying Questions All lead qualification systems use caref
Sat, October 22, 2022
How To Write a Follow up Email After No Response (+ Templates and Best Practices)
Getting ghosted is every sales professional's nightmare. You think everything is going right—the prospect is the right fit for your target audience, your product is within their budget, and they are genuinely interested in buying it—until it's not. No response. Missed calls. Just pin-drop silence. You can't understand what the hell went wrong. Don't worry, though. You have to up your follow-up game. To help you out in these tricky situations, we'll show you how to write a follow-up email after no response and get the deal back to track. So let's get started! Why Should You Send a Follow-up Email After No Response? The whole point of sending up a follow-up email is to increase your chances of getting a response from your prospect. According to research, you can boost your reply rates by 65.8% when you send a single follow-up. What's more, the first follow-up email has a 40% increase in reply rate compared to the first sales email. This means your prospect is 40% more likely to reply to your email. What's more, no response doesn't mean any interest. Tons of factors affect a prospect's decision to not respond to your email: You may have caught them at the wrong time They may not have seen your email They may have seen your email but forgot to reply Your email may be deeply buried in their inbox They may not be interested now but can be later if you stay in contact. Even after getting zero response, sending up follow-up emails may give you the leverage you need to close a deal. The moral of the story is to never skip on following up—you might just lose a closed-won deal. When Should You Follow Up After Getting No Response? Sending follow-up emails is an art. In addition to the contents of your follow-up email, you also want to get the follow-up timing right. A week is too long, and sending a follow-up on the same day is—for the lack of a better word—desperate. That's why we recommend waiting three days before following up after no response. You can send 2-3 emails in your follow-up email sequence to urge the prospect to get back to you. And while you should leave the prospect after sending a few follow-ups, don't send them a breakup email. Instead, leave the conversation open and return to it sometime in the future. How To Send a Follow-up Email After No Response No response means you've already sent your first follow-up email after talking to the prospect. So here, we'll give you suggestions on how to write an email after your first follow-up. A) Send a Fresh Follow-up Email If following up after no response involves you cutting and pasting—or forwarding
Thu, October 20, 2022
Ultimate Guide To Close The Deal (+ 10 Examples of Closing Statements)
You're familiar with the dreaded drill: find potential clients, connect with them, present your solution, but somehow don't end up closing it. Maybe your prospect cannot afford what you have to offer or ditched you for a competitor. Perhaps they decided to hold off deciding until the next quarter. Why is this happening ? Where are you going wrong? What can you do to close the deal? To close deals successfully, you need to understand the other person's goals, make a compelling offer, and overcome objections . Then, once you determine a mutually beneficial proposal, you have to figure out the right time to ask and use the best technique to close the deal. Close the Deal Meaning Closing a deal is a term sales professionals use to describe a situation where they bring negotiations to an end by reaching an agreement with their prospect. It's the very moment when a prospect decides to make the purchase. Closing deals is a very nerve-wracking process for sales reps since they are left exposed to the chance of rejection from the prospect. Selling Made Simple Two-Step Technique For Closing A Deal At Salesman.org, we use a two-step process to help sales reps close a deal. Don't worry; it's straightforward and highly effective! Step 1 — Ask: “Does It Make Sense To… “ This will help you determine whether the customer needs more help to understand how your solution can benefit them. For instance, you can ask, “We've been through our automation capabilities. Does it make sense to sign you up into our system so we can start working together? ” That's it. Next, you wait for the prospect's answer. If the prospect says yes, congratulations! You can send over the necessary paperwork to get them on board. If they say “No,” don't lose hope. Move on to Step 2. Step 2 — Ask: “What Needs To Happen To Move Things Forward” As a sales professional, you'll always find yourself hearing, “No. “It can happen again when you ask the question in Step 1. So the next step in the process is to figure out how to take things forward
Tue, October 18, 2022
The OBVIOUS Secret to Closing BIGGER Deals | Selling Made Simple
Want to know what separates your everyday sales rep from the high-earning pros? Focus. And not focus of mind . But focus of strategy . The real pros know smashing through quotas is all about working key accounts —clients with exceptional revenue potential. So, how do you identify and work key accounts so you can start bringing in fatter commissions? Let’s find out. So I get it, you’ve got a sales target to hit, and the sooner you hit it the better. Otherwise, you’re prolonging the pain, the stress, and the lack of a bonus. With that said then, why do most sales professionals spend their days chasing their tails? They fire off hundreds of spammy emails and make dozens of random calls with no real system in place. And there’s zero consistency. .circle-img { border-radius: 50%; -moz-border-radius: 50%; -webkit-border-radius: 50%; -o-border-radius: 50%; } #quote-container-bottom { width:100%; overflow: hidden; margin-top:20px; } #quote-one-bottom { width:10%; float:left; padding:5px; } #quote-two-bottom { width:90%; float:right; padding:3px; } @media only screen and (max-width: 767px) { #quote-one-bottom { display: block; float: none; width: 100%; padding: 0px 0; } #quote-two-bottom { display: block; float: none; width: 100%; padding-bottom:0px; padding-left:0px; padding-right:0px; } } Expert Note: “Activity drives success but ultimately consistency is the big thing. Unless you're consistent, you're only ever going to get very mediocre results.” <img decoding="async" src="h
Tue, October 11, 2022
Discount Request? 4 Simple Phrases to Turn It Around in Seconds | Selling Made Simple
How often have you heard this – “Look, we really love your product, but it’s outside of our price range. Can you offer any discount?” Offering discounts can be a great way to speed up a slow-moving deal. But if you’re adjusting price before negotiations begin, you’re doing a serious disservice, both to yourself and to your product. Instead of caving right away, there are four tried-and-true responses you can give to turn the conversation around in your favor. What’s Wrong with Discounting Immediately What’s wrong with discounting immediately. Like I said, discounting isn’t always a bad thing. It can speed up deals and give you leverage for reducing the service you’re offering. But there are three very real problems to offering a discount before negotiation has taken place. #1. Devalue First, your buyer subconsciously devalues your service. After all, if you’re really going to deliver the ROI your pitching, why do you have to immediately discount the price? #2. Forfeit’s Power Second, the instant you propose a discount, you lose some of your negotiation power. You lose this negotiation power as you’ve taken the price, your biggest variable for negotiation, off the table. #3. Shifts the Focus And third, discounting shifts the focus. In the buyer’s mind, you’ve shifted the conversation from the value that is being exchanged to the emotional topic of money. Rather than the buyer thinking about the impact that your service is going to have on their business, they’re now thinking about what is going to cost them in the opportunities they will lose from this lack of cash flow. So with those three things in mind, it’s important that negotiations on price and discounting happen towards the end of the sales process rather than at the beginning of it. That being said, if a buyer does request a disc
Tue, October 04, 2022
5 Most Powerful Sales Questions To Ask Without Sounding Salesy
A successful sales rep is a curious sales rep. And when you ask potential buyers the right questions during discovery, you’ll get some powerful takeaways to better qualify leads, drive enthusiasm, and boost your chances of closing. In today’s post, I’m breaking down five of the most powerful sales questions to ask potential buyers. And best of all, these questions let you avoid sounding salesy while demonstrating yourself as the sales expert you really are. Best Sales Questions These days, successful sales isn’t just about being chatty. Sure, the gift of gab helps . But when it comes down to it, charm alone isn’t enough to seal the deal. Instead, you need to be able to explore issues, dive into problems, and offer exceptional solutions for your buyers. You need to offer value , not just a pitch . And asking questions is the best way to investigate whether your buyer’s problem is one that you can solve. But there’s a catch here—asking the wrong questions can set you up for failure. I’m talking about close-ended and manipulative inquiries like “Tell me, would you be interested in doubling your revenue this quarter?” or “What will it take to earn your business?” These types of questions are downright shit at getting real, valuable info you can use. And beyond that, they make you sound like a slimy sales rep that no one would trust. So rather than falling back on those sales cliches, start asking these five powerful sales questions instead. Doing so will let you qualify leads and give you the info you need to skyrocket your sales success. So, question one… 1: “Does It Make Sense to…?” This is one of my personal favorites because it virtually eliminates the need to “close” on deals. You know, when you’ve spent days or even weeks on a potential buyer and then nerve-wrackingly have to ask them f
Mon, October 03, 2022
B2B Sales Is A Numbers Game – And Here's How to Win | Salesman Podcast
It is common for sales managers to say that sales is a numbers game. If this is what you have been told you may be wondering what this statement means. The simple explanation of what this statement means is that more activity leads to more sales. But this still leaves you with questions like: What type of activity? How much activity? Is it possible to improve the outcomes from the action? If you Google the phrase “Sales is a numbers game.” you'll find many articles claiming this statement is false or a myth. But in reality, it is true. It's just that working in B2B sales has changed over the years. Where more activity to close more sales might have been practical in the past, there is more to the story in today's sales environment. But, before we dive deeper into what that means today, let's start with the basics of sales success. The basics of how sales is a numbers game works Of course, if you are going to play the numbers game in sales, you have to know the numbers. Crazy, right? Yet many salespeople don't track any metrics at all. This means that you need to track your activity every day. For example, if you are making prospecting calls to cold leads, keep track of: How many calls you make? How many decision makers you speak to? How many discovery calls you schedule? How many of those meetings result in a demo? How many of those demos result in a proposal? How many of those proposals end in a closed, won sale? What is the average dollar value of the deals you close? Once you have tracked these metrics for a while, you'll have enough data to figure out how many calls you need to make to hit your sales targets. In a perfect world, where you hit your sales target, your data might look like this: Sales target = $10,000 Calls made = 1600 Decision makers spoken to = 320 Discovery calls scheduled = 80 Demos scheduled = 40 Proposals given = 20 Closed deals = 10 Average dollar value of closed deals = $1,000 In this case, you would need to make 1600 calls to close 10 deals worth $1,000 each to hit your sales target of $10,000. Your numbers are probably very different than this. So, how can this numbers game help you? The point of this example is to show how to determine how much activity you need to do to hit your sales target. Start with your monthly, quarterly, or annual sales target. Then, divide it by the average dollar value of a closed deal to determine how many deals you need to close to hit that target. Once you know how many deals you need to close, work backward to figure out how many calls you need to make to close that many sales. You can then take that number and divide it into weekly and dai
Fri, September 30, 2022
This Cold Email Subject Line Is A CHEAT CODE | Selling Made Simple
Cold email is one of the best tools in your sales rep toolbox. But there’s just one problem—if your emails aren’t getting opened in the first place, then all of your efforts (the clever copy, the personalization, the research) will all be for nothing. THAT’S the importance of a great subject line So, what’s the absolute BEST cold email subject line you could ever use? That’s what we’re talking about in this video. The Ultimate Subject Line What does the best-performing subject line look like? Let’s not beat around the bush, huh? It looks a little something like this… “[NAME] – [REFERRAL NAME] said I should get in touch” Bam. That’s it. That’s the absolute best subject line you could ever, ever use for your cold email. It works so well because you’re leveraging someone else’s trust rather than putting in all the effort to build your own. Which is basically impossible to do in a subject line alone anyway. It’s simple. It’s effective. And you could go out and use it for yourself right now and watch your response rates skyrocket. BUT… If this was the magic bullet of cold email, wouldn’t everyone be doing it? See, there’s just one little problem here… referrals are notoriously hard to get. Most buyers don’t give them out freely. And asking for one is a tricky situation that most sales reps just don’t know how to navigate. So rather than spend this video talking about the subject line, breaking it down into why it works, and turning a simple thing into something more complex than it needs to be, we’re going to look at the hardest part of this cold email secret weapon… How to Get a Referral How to get a referral in the first place. Now if you’ve watched this channel’s videos before, you know that we at the Selling Made Simple Academy have a framework for everything under the sun. And s
Mon, September 26, 2022
4 Secrets to Driving Urgency in Sales | Selling Made Simple
One of the absolute best ways to scale your sales earnings is by speeding up your sales cycle. You know this. But how often do you still get hit with “maybes” and “I’ll think about its” when you’re trying to close? The problem—they don’t feel the urgency. And sorry to say, that’s on you . Here’s how to fix your problem with urgency (and the lack of it). “Stalled” Prospects “Stalled” prospects. One of the key differences between high-performing sales professionals that crush targets and those that don’t, is the number of “stalled” potential deals in their sales pipelines. A potential customer is classed as stalled if you’ve tried to close them and they haven’t said “yes” or “no” yet. They’re up in the air. Stalled deals will kill your chances of hitting your sales target and the 4 tips I’m about to share with you will help you give them some momentum through increasing the level of urgency. Many low-performing sales professionals waste time trying to sell these stalled individuals. The fact is, once the momentum of the initial discovery calls and solution presentations has waned, every week that goes by is a lower chance of that potential customer ever buying from you. So how does your pipeline look? Do you have a bunch of stalled accounts in there? If so then this video is for you. 4 Strategies for Driving Urgency So with that said, let’s take a look at 4 tips to create urgency in sales so that your prospects don't get stuck in your pipeline and you can get more deals closed, quicker. 1. Understanding Understanding. Tip one is this – Really understand your potential customer's pain point. If your potential customers aren’t in extreme pain, there will never be any urgency to get the deal closed. Now typically there are three types of pain points that you should be looking out for when you’re going through
Mon, September 19, 2022
The Book That Changed How EVERYONE Sells | Selling Made Simple
Believe it or not, there wasn’t a whole lot of data out there on sales techniques in the past. A lot of the industry was based on “feel”, “intuition”, and “charisma”. That is until one revolutionary book came along and turned the business of selling on its head in 1988. And the research-driven techniques this book uncovered are just as effective today as they were 30+ years ago. Today we’re talking about one of the most influential books in sales history, SPIN Selling by Neil Rackham. The History of Sales As the scholars among you may already know, the first sales model that was widely used across markets we developed in the 1920s. It focused on traditional selling tactics like using open and closed questions, presenting features/benefits, objection handling, and closing. This alone was often enough to win over most prospects. But as sales grew in price and complexity over the years and particularly in the late eighties, this model alone wasn’t enough to get the job done. And that’s where Neil Rackham’s SPIN Selling came in. This extensively tested new model was built to address the changing sales landscape. It uses a questioning method that follows the acronym SPIN: S for Situation P for Problem I for Implications And N for Need Payoff We’ll get into the specifics of it all in a sec. But first let’s look at… Why SPIN Works Why SPIN Selling works. When it comes to the larger complex sales of B2B businesses today, there are four main differences that sales reps like you need to compensate for. 1. A Longer Sales Cycle While small sales can be handled in a single call, modern sales require many calls, often with different stakeholders over the course of several months. 2. A Larger Commitment Small sales don’t require a lot of commitment due to the lower price tag.
Sat, September 17, 2022
Replay: Using GAP SELLING To Make Objections And Closing OBSOLETE | Salesman Podcast
Keenan is the CEO and President of a sales consulting firm, A Sales Guy Inc., and was named one of the top 30 social sellers in the world by Forbes. In this episode of The Salesman Podcast, Keenan is explaining what “GAP Selling” is and why relationships, objections, and closing in sales are dead. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free
Thu, September 15, 2022
How To Use Deal Management To Win More Business, In Less Time | Salesman Podcast
As a sales professional, you'll often find yourself working on more than one deal at once. You'll hold conversations with different people with different needs and viewpoints. You want to close each of these effectively to ensure you keep smashing your sales quotas. Staying on top of all this can leave you overwhelmed, confused, and sometimes lost. Luckily, effective deal management can help simplify and organize the various aspects of your sales deals and improve your performance, efficiency, and conversions. How Can Deal Management Help You Become a Better Sales Professional? Effective deal management can drastically improve your sales performance. Here are the three most significant benefits of deal management. Greater Preparedness Having a deal process provides you with all the necessary information and tools to help you make informed, versatile decisions. Suppose your manager is unavailable for a client call due to a bad connection. If your organization has a well-defined deal management system, you can: Speak on behalf of your superior Make the best decisions using the information available to you Keep the deal moving forward You'll be better prepared to pivot and respond to situations and can create a more resilient and sustainable organization that recovers faster from setbacks. Better Consistency Your ultimate goal is to close as many deals as you can. But to achieve this, you have to eliminate any human error or personal preference-caused inefficiencies. Having a clearly defined deal management process makes this possible. With refined deal parameters in place, you can engage proactively with prospects as per the set standard. What's more, having a repeated process will also strengthen your selling skills, helping you deliver consistent and improved client experience throughout the sales cycle. Shorter Sales Cycle</h
Mon, September 12, 2022
A Rough Quarter Ahead for Salespeople (How To Actually Set More Meetings) | Selling Made Simple
Do you feel that? You can practically smell it in the air. *Sniff* *sniff*—a recession is coming. Are YOU prepared? If you want to come out of this economic dip intact, you need to start preparing. Like NOW. And one of the best ways to do that is by setting MORE meetings and begin the work of overloading your pipeline. Today we’re covering that dreaded word on everyone’s mind, “recession.” Not whether it’s going to happen or what the fallout will be. But what you can do to protect yourself or heck, even come out ahead, by booking more meetings TODAY. Now, experts agree that there’s a recession looming not too far off on the horizon. How big it will be or how long it will last is anyone’s guess. But what we do know is how it will affect buyers as a whole. What a Recession Means First and foremost… 1. Less Spending Your clients and potential buyers are spending less money. When money becomes tight (and it will), your buyers are going to be way less likely to shell out for a product they aren’t desperate for. And that means you need to get better at driving urgency, selling value, and showing buyers why you’re a solid investment. 2. Scared For Their Job Number two, buyers are scared about the future of their job. Zooming in from a company level, your buyers are going to have their own fears. How secure is their job? Is their department first on the chopping block? And how will making a buying mistake affect their chances of sticking around? 3. Prioritizing the Status Quo Buyers are also shifting their priorities. In a growth market, companies are looking for opportunities. Chances to get bigger, to get better. They want to expand . But in the face of a recession, a lot of businesses are looking for ways to secure the status quo. How will they simply keep afloat so they can wait out the storm? <
Sat, September 10, 2022
Replay: How To Steal Your Competitors Business And Eat Their Lunch | Salesman Podcast
Anthony Iannarino is an international speaker, author, and experienced sales leader. In this episode of The Salesman Podcast, Anthony shares how we can take business from our competitors and essentially “eat their lunch”. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment <img decoding="
Thu, September 08, 2022
How To Destroy The Most Common Sales Objections | Salesman Podcast
Here’s an eye-opener for ya—92% of sales reps quit after hearing “no” four times. But it turns out 80% of prospects say “no” four times before saying “yes” ! The lesson here? Sales objections happen. But success boils down to how you respond to them. That’s why in this video we’re covering how to respond to the 5 most common sales objections you’re bound to hear. Alright but before we jump into that, just a word on sales objections. Sales objections are not bad . Not by any means. Instead, what you’re getting from your buyer here is an open window . An open window into what makes them tick, what they’re concerned about, and most importantly, what’s holding them back from saying yes. So if you can turn that sticking point of an objection into a “Yes”, that question mark into an exclamation point, you’re going to have a more enthusiastic buyer on the other end of things. You just have to know how to address these objections properly . And that’s what we’re covering right now. So let’s dive in. The Two Pathways The two ways you can respond to an objection. No matter what the objection is, there are two pathways you can take when a buyer brings up an objection. A) The Circle Back Method The Circle Back Method. See, most objections come from a lack of understanding. And when the prospect learns more about
Mon, September 05, 2022
The Book That Made Me Proud to Work in Sales | Selling Made Simple
Look, “selling” gets a bad rap these days. But after reading this monumental book, I realized that EVERYONE sells, especially in the modern workplace. To sell is to be human. And when you do it with the right approach, it’ll make you proud to be in sales, just like I am. Today we’re talking about the book that made me proud to work in sales, To Sell Is Human by Daniel Pink. We’ll be covering two foundational concepts covered by his work. Selling: We All Do It We aaallll are sellers. From the retail professional over at GAP to Fortune 500 secretaries, mom-n-pop accountants, and traveling HR consultants. No matter who you are or what you do, odds are you’ve had to sell someone on an idea before. Pitched an idea in a meeting? That’s selling. Asked for a raise? That’s selling. Convinced your co-worker to speed up signing the checks so you could get them out in today’s mail? S.E.L.L.I.N.G. Pink took this idea and used it to form what he calls Contemporary Selling . This kind of selling is about moving others to exchange resources that include but do not revolve around money. Contemporary selling isn’t about PRODUCT. It’s about SERVICE. Okay, so what does this all mean for you, a sales professional? The New Paradigm: What That Means for Professional Sales It means there’s a new sales paradigm. Rather than “selling” in the traditional sense, your job is to render a service to your prospects and clients. And your job is to do it with the end goal of improving their lives . Now there are two specific steps you can take to sell better in this new paradigm. 1. Making It Personal I’ve seen lots of reps try to keep their relationships all-business and ultra “professional.” To a fault even. While there’s a time and place for that, leaning too heavily into it creates distance rather than forging a connection with
Fri, September 02, 2022
Replay: What To Do When A Prospect Sales "No!" | Salesman Podcast
https://www.youtube.com/watch?v=OFNyQUXDlL4&feature=youtu.be Tom Hopkins is a sales training legend. Since 1976, Tom Hopkins International has been dedicated to providing the finest sales training strategies and techniques to individuals and companies alike. On this episode of The Salesman Podcast Tom shares 4 ways you can deal with a potential customer saying “no” to your sales pitch. Resources: TomHopkins.com Book: When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward The post What To Do When A Prospect Sales “No!” appeared first on Salesman.com .
Thu, September 01, 2022
Storytelling in Business - Drive More Engagement With Prospects | Salesman Podcast
The everyday sales pitch is boring. Running through features, hitting on target metrics, going through product slide after product slide after produ… Truth be told, the everyday sales pitch sucks. And your buyers think so too. But it doesn’t have to be this way. You can deliver a powerful, effective message while driving engagement, stirring emotions, and generating real buying intent. And it’s all thanks to storytelling in business . In this guide, I’ll show you how to incorporate compelling stories during your sales pitch using a simple five-point framework. I’ll also cover why business storytelling drives serious selling success, pro tips for how to tell a good story, and three goals every sales story should have. Now, let’s dive into this potent sales technique Why Storytelling in Business Just Plain Works If there’s one thing that unites all humans, it’s that no one likes change. It can be scary. And adapting to it takes work. So, why should you go through the necessary changes to bring storytelling into your processes? As it turns out, there are four reasons in particular why a business story just plain works. A) Engaging on a Fundamental Level First and foremost, a compelling story is engaging. And not just “meh” engaging. But engaging on a fundamental, biological level. See, we’ve been hard-wired for thousands, even tens of thousands of years to pass on important information via storytelling. In fact, some of the earliest evidence of stories come from cave drawings in France that go back as far as 30,000 years. Studies have shown that how character-driven a story is can predict how much people are willing to donate to charitable causes. A message wrapped in a well-constructed story is more likely to be understood (and even recalled weeks later). And even our conception of ourselves, our own identity, is built on a storytelling foundation. Humans are storytellers and story-listeners. And when you incorporate that nature into your selling process, you’re tapping into that biological underpinning. B) Taps Into Emotions Logic is an important aspect of any sale. If you can’t make the numbers, the buyer isn’t going to bother giving you a try. Hey, it’s just business. But sales is about emotion too. Sometimes it’s even more important than logic. Emotion is the driving factor behind decision-making. It’s the excitement, the trust, the gravitational pull that causes buyers to say, “Yes! I want this.” And logic, while important, is more about justifying that purchase decision. When you’re telling your great story to prospects, you’re helping them feel t
Tue, August 30, 2022
Your B2B Buyer's Journey: A Comprehensive Guide For Sellers | Salesman Podcast
Times have changed for B2B salespeople. Not too long ago, buyers used to do light research on a solution before reaching out to a sales rep for more detailed information. These interactions helped educate buyers about the product. But they also gave salespeople all the power when it came to controlling the buyer's journey. These days, however, the buyer's journey is in the hands of the buyer. Pricing, product features, case studies—these sales assets (and many more) are typically all available online. And buyers now move through 70% of the buyer's journey on their own , not at the urging of a sales rep. So, how do you navigate this new B2B selling landscape? And how do you determine what your own buyer's journey is for your ideal customers? That's exactly what this guide examines. Inside, we'll be defining the buyer's journey, explaining how it's changed over the years (and what that means for you), and detailing what you need to consider when redefining your buyer's journey. What Is the Buyer's Journey? As a quick refresher, let's outline exactly what a buyer journey is. Also known as a customer journey or purchase cycle, a buyer's journey is essentially how your buyers go from being unaware of their problem to deciding to purchase your solution. As you know, buyers don't wake up one day and make purchase decisions on a whim (especially true in the B2B world). Instead, buyers need to first recognize they have a problem, learn more about it, and research the best solutions before deciding on a solution. The length of a buyer's journey tends to depend on the level of risk involved. For pricier solutions, the buyer's journey is longer. Buyers need to do more research to justify their purchase. And they'll need more convincing to jump onboard. For less expensive solutions, the opposite is true. With less at stake, buyers feel more comfortable making quick decisions. As a buyer progresses through different stages of the customer journey, they'll have different concerns that need addressing before moving to the next stage. And it's your job as a successful sales rep to meet those needs every step of the way. For example if your buyer is already at the consideration stage because they've consumed someone elses inbound marketing efforts then their buying process is nearly complete and it's going to be difficult to win business from them. Alternatively, if you're prospecting a slightly different buyer persona and they're still in the research and decision process then you've still got a chance to solve a pain point or two and influence their purchase process. Breaking Down the Buyer's Journey Stages So, what are the buyer's journey stages? First, let's take a closer look. No Awareness – This stage is when the buyer doesn't even know they have a problem. That can me
Mon, August 29, 2022
How To Create a Winning 30-60-90 Day Sales Plan (+ Sales Plan Template)
You’ve got a job interview for your dream sales job. You have the experience and a track record of success. The only thing between you and your offer letter is your (hopefully) future sales manager. Impress them with your exceptional selling skills and expertise, and you’ve got the job. But the question is: how? This Salesman.org sales plan template guide will show you how to put together a winning 30-60-90 day sales plan to impress your sales manager with your sales knowledge and expertise and nab your dream sales position. What Is a 30-60-90 Day Sales Plan? A 30-60-90 day sales plan outlines the measurable goals for your first three months on the job. Think of it as your personal value proposition that shows your superiors you’re a self-starter and helps you be laser-focused on achieving results. It expands on what success looks like in the first 30, 60, and 90 days, respectively. The idea here is to lay out your clear-cut plans for measuring a successful transition and keeping everyone focused in the right direction. Why Do You Need a 30, 60, 90 Day Plan? Your dream sales job is also somebody else’s dream job. This means you have to stand out in your interview and make sure the hiring manager can see what a great addition you can be to the organization. The only way to do this effectively is to create a sales plan that shows your vision of the future of the sales territory or customers you’ll be taking over. It should outline your interaction with your sales team, sales strategies, sales cycle, target audience and revenue goals. Each aspect of your 30-60-90 day sales plan should detail a specific focus, your priorities and goals, and a plan for measuring success. Getting this right will help you maximize your progression into a new role by identifying potential partners to sell two and establishing a general frame
Fri, August 26, 2022
Replay: Do Sales People REALLY Need ALL That SOFTWARE?! | Salesman Podcast
Chris Smith is a sales and marketing expert, USA Today bestselling author and co-founder of Curaytor. On this episode of the Salesman Podcast Chris shares how software and what tools modern, internet based B2B sales professionals really need to close business in their marketplaces. Resources: Curaytor.com Book: Chris on Linkedin @Chris_Smth Book: The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales The post Do Sales People REALLY Need ALL That SOFTWARE?! appeared first on Salesman.com .
Thu, August 25, 2022
Close Sales Faster By Understanding Your Buyer’s Journey | Selling Made Simple
Most people think the best sales reps are selfish, that they only think about closing a deal from THEIR side, not the buyer’s. They’re focused on the sales funnel, not the buying process. But it turns out the most successful reps put 90% of their energy into understanding WHY buyers make a purchase. They focus on what’s known as the buyer’s journey. Because doing so makes nurturing a deal and closing 10X easier. And guess what, you can do the same too. What Is the Buyer’s Journey? Basically, the buyer’s journey is how your buyers go from being unaware of their problem to deciding to purchase your solution. Most sales professionals break the journey down into five stages: 1. No Awareness No Awareness where the buyer doesn’t even understand they have a problem. 2. Awareness Awareness where they’ve acknowledged the problem exists and are seeking more information about it. 3. Exploring Solutions Exploring Solutions where the buyer is trying to find the right product to solve their problem. 4. Comparing Vendors Comparing Vendors where they are weighing the pros and cons of different solutions. 5. Purchase Decision And Purchase Decision where, you guessed it… they decide to purchase a particular solution. Now, as they move through these five stages, they’ll interact with touch points that push them forward to the next stage. Touch points could be content like articles, case studies, and testimonials, but they’ll also be initial conversations with sales reps, demos, and sales calls. How Has the Buyer’s Journey Changed? How the buyer’s journey has changed recently. Here’s what the old buyer’s journey looked like:</p
Tue, August 23, 2022
Proven 4-Step Cold Email Framework (Any Industry) | Selling Made Simple
Let’s face it—most cold emails suck. Cheesy openers, misleading subject lines, body copy that drawls on and on . It’s no wonder why the response rate for them is often less than 2%. But the most frustrating thing about it is cold emails don’t HAVE to suck! Because there’s a simple, 4-step structure you can follow to make any email stand out in any industry for any customer… Today we’re hitting on a subject that should be near and dear to any sales professional, cold email. We’ll be covering one of my favorite Selling Made Simple Academy processes, The Strategic Cold Email Framework. It’s made up of just 4 short steps: Get Attention Demonstrate the Need Earn Their Trust Call to Action Now, I love this framework because it’s just so versatile. You can apply it to any industry, from textiles and candy bars to professional services, luxury goods, and enterprise-level software. And like I said, it comes directly from the Selling Made Simple Academy. We won’t be able to cover it as in-depth here, of course. But it’ll be a great overview so you can at least get some actionable strategies you can start using today. And at the end, we’ll put it all together and share a template you can start using today. 1) Get Attention In the increasingly busy and crowded world of email, if you can’t stand out from the rest right off the bat , your cold email is going straight to the trash. Buyers won’t even bother opening them. So, which subject lines get opened rather than sent to junk? A. Direct Subject Lines Direct subject lines like “ The world’s fastest CRM tool – 20% off today” B. News Subject Lines News subject lines like “ Law [X] has moved on. Has your insurance followed?” C. How-t
Mon, August 22, 2022
Sales Territory Management 101: A Sales Rep's Complete Guide | Salesman Podcast
Many businesses organize their sales teams into territories based on geography, demographics, or other criteria. Your company has also decided to jump on the sales territory management bandwagon to ensure better outcomes. But how can you ensure you continue hitting your monthly sales quota under this new arrangement? Your experience and your prospect's willingness to buy your product affect your success, but one thing is sure you cannot simply… wing your sales territory management. You need a territory management plan—a solid one at that. This Salesman.org guide will lay out the basics of sales territory management and help ensure you direct your time and energy on activities that have the most impact. What Is Territory Management? A sales territory is a customer group or geographic area over which either an individual sales reps or a sales team has responsibility. Each territory is defined based on specific factors, such as its history, geography, or sales potential—sometimes a combination of these factors. The ultimate aim of managing sales territories this way is to maximize sales and profits while efficiently allocating resources. Sales territories have to be balanced. Otherwise, bad things can happen to performance: If your territory is being under-serviced, you and your team can spread too thinly, resulting in inadequate activity levels. As a result, you'll seek out a few leads, identify fewer prospects, and generate lower revenue. If your territory is being over-serviced, you'll have little work and too many team members to service a smaller area. This will increase costs and overall prices, which will ultimately lead to reduced sales. If you want to get the most value from your prospects, you need to get your territory management right. And the best way to get this? Have a solid territory management plan. 5 Easy Steps To Create an Effective Sales Territory Plan Below, we've created a step-by-step rundown to help you create a winning enterprise territory management plan template and set yourself up for sales success. Step 1: Familiarize Yourself With Your Target Territory The first step when managing a sales territory is to analyze your current and potential customers thoroughly. Think about what your customers have in common, including: Their location Their purchasing behavior, i.e, the product or offering they buy from your business The pain points your product or offering solves for them The events that cause them to buy—or not to buy—your product Also, figure out the needs of the market that are not currently being fulfilled. This analysis will tell you how to position your products or services uniquely, giving you an edge over your competition. Step 2: Do a Self-analysis Be aware of your strengths and weaknesses and your capacity to win bu
Sat, August 20, 2022
Replay: How To Stay In Control Of The Sales Conversation | Salesman Podcast
Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb also leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. In this episode of The Salesman Podcast, Deb explains how we can use selling questions to remain in control of the sales conversation. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div style="te
Fri, August 19, 2022
This Is the Future Of Sales - Don't Get Left Behind | Selling Made Simple
In just seven years, the SaaS industry has grown from $31.5 billion to an astounding $171.9 billion. And by 2024, it’s on track to reach $369.4 billion! For sales reps like you, the writing on the walls is this—no matter what you sell today, you’ll be selling SaaS in your next sales role. And that my friends is a good thing . Today we’re talking about why , and what you can do to take advantage of this massive sales industry shift. Let’s get real here. The job you have right now? You probably won’t have it forever. Businesses go under. Goals and needs change. And salary objectives shift. That’s okay! The average person will change their job five to seven times during their working life. What matters , though, is how prepared you are for that next job. And as a sales professional, it’s incredibly likely that your next position is going to be in an SaaS company. So in order to make that transition as smooth as possible, you owe it to yourself to find out what this industry is all about. And most importantly, what does working in it mean for you? Alrighty, so starting out, let’s hit a basic question… 1. What Is SaaS? Well, SaaS is short for “software as a service.” Basically, it’s a model where businesses license software to customers in exchange for a subscription, be it monthly, yearly, or any other timeframe. These businesses also “deliver” the software in a sense by hosting it over an internet connection. As a result, customers don’t have to install via a CD, have a tech crew come in and set up their system, or engage in any other cumbersome physical onboarding. Connection is on-demand. And with just a few clicks, customers can start using the product for their business. Think of apps like Dropbox, HubSpot, or cloud-based Microsoft Office 365 Okay so the question is… 2. Wh
Thu, August 18, 2022
9 Powerful Sales Discovery Questions (And 12 Essential Follow-ups)
We all know the stereotype of the dodgy used car salesman. But contrary to popular belief, sales isn't about tricking people into buying. Instead, it's about giving customers the solution to their problem (whether they know they have the problem or not). The tricky part for salespeople is finding out if their solution is a good fit for their buyer's needs. Is that buyer actually struggling with a problem you can solve? Do their needs align with what you can provide? Are they equipped with the resources to use your solution correctly? Discovery calls are designed to provide this invaluable information and more. With this discovery info, you can better qualify leads , craft the perfect sales pitch and close more deals. This guide will help you uncover your buyer's actual needs and home in on their underlying business problem with a simple step-by-step sales process. We'll be looking at nine open-ended discovery questions along with 12 powerful follow-up questions. What Are Discovery Questions? Discovery questions are the questions you ask sales leads during a discovery call. Of course, you've likely already learned a bit about the prospect before jumping on the phone. But your discovery call will help you fill in the details about their situation and create a clearer picture of their needs. The answers to your discovery questions let you determine several things. If your product offering can solve the needs of a sales lead. If you can deliver your product within the buyer's constraints (i.e., timeline, budget, etc.). The best way to pitch your product. If the prospect's answers line up well during your discovery call, then they'll move on to the next phase of the sales process. If not, you can redirect them through another nurturing campaign. Or they'll drop out from your sales funnel e
Tue, August 16, 2022
How I Do A Full Weeks Sales Activity in 6 Hours 🕑 | Selling Made Simple
Look, I’m a busy guy. I run a sales training company, produce hours of content each week, run 15-20 weekly training calls, and single-handedly sell 7-figures worth of enterprise level training packages. But I also take my dog on long walks every day. I practice drums each morning for an hour. And my family life is full and fulfilling. It’s true you don’t have time to do it ALL in sales. But if you prioritize your time for maximum productivity like I do, you can still be highly successful in B2B sales while living your best life. Here’s how. 1. Reverse Engineering So much time is wasted on tasks that don’t do a damn thing to help you reach your goals. It’s a problem that comes from having the wrong perspective. Instead of looking forwards to decide what needs to be done to reach your destination, look backwards . Imagine what you want, typically it’s going to be a financial goal. From there, start moving backwards in time. What do you have to do each year that’ll build up to that goal? What about each month? Each day? Say you want to earn an extra $50k this year. Let’s start there. $50k in commissions equals an extra 30 closed deals. For every closed deal, there are 24 discovery calls that don’t work out. Which means you need 750 discovery calls in a year or about 190 per quarter, 63 per month, and around 15 per week. And with those numbers in mind, you’ve got EXACTLY the work you need to do each day to reach your goal. 2. Time Blocking Next up is time blocking. This is one of my favorites. I’ve even talked about it before. Essentially, you need to start scheduling your important tasks. Don’t just have a mental to-do list that you’re crossing off throughout the day. Instead, put all the tasks you need to have done into your calendar. But here’s the most important part—you have to <
Mon, August 15, 2022
Buying Signals: Know Exactly When To Close The Sale
Only 19% of sales close , so you can have lots of selling conversations and the best closing skills but still not win new business consistently. That's because there is more to closing a sale than asking for the business. Not all prospects are a good fit for your product or service. And if your potential buyer isn't ready to make a purchase, then your odds of successfully closing the deal is dead. That's why you need to recognize your prospects' buying signals. But this isn't only about identifying when your leads are ready to buy your product or service. These signs occur throughout the buyer's journey . So, you need to watch and listen for buying signals during prospecting calls, discovery calls , demos, and every other prospect engagement. This includes phone calls, emails, social media interactions, data within your sales tools and video calls. But what are buying signals? Definition of the term ‘buying signals' Buying signals are verbal and non-verbal cues, signs, or indicators that tell you when the lead is either ready to buy or interested in moving forward in their buying process. You will often see buying signals from your prospect when a lead schedules a discovery call or when an opportunity responds to an email you've sent requesting additional information. In both cases, the prospect is giving buying signals indicating their interest in moving forward even though they aren't ready to become customers yet, by signing on the dotted line. Buying signals are like road signs, helping you recognize how to proceed with each prospect. A lack of buying signals might even mean not advancing them through the sales process. Why are buying signals essential to recognize? Spotting these buying signals is more critical than ever because sales reps are getting less time with prospects. For example, B2B buyers currently spend only 17% of their time meeting with potential suppliers . And if the prospect is considering multiple solutions, your time with this potential customer drops to as little as 4-5% of the time it takes for them to make a buying decision. This lack of face time with your leads gives you less time to pick up on indicators that the lead is interested in buying or moving forward with the sales process. So, it's essential that you learn to quickly recognize buying signals as they happen so you can respond appropriately. Reading the prospect's buying signals can also save you time by allowing you to disqualify potential customers too. You want to disqualify potential buyers because
Fri, August 12, 2022
Replay: What Is MEDDIC? (Win More Sales With This Process) | Salesman Podcast
In this episode of the Salesman Podcast, Andy Whyte dissects each step in the MEDDIC process and explains how B2B sales professionals can leverage the framework to both progress and close more sales. Andy is the author of MEDDIC: The Ultimate Guide and an expert on using MEDDIC in the complex sale You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <
Thu, August 11, 2022
Cold Calling 101: 5 Steps to Cold Calls That Work! | Selling Made Simple
Few things strike fear into the heart of sales reps quite like cold calling. Do you know where that fear comes from? A lack of control . The more control we have over any situation, the less afraid we’ll be. Same goes for cold calling. So if you want to eliminate cold calling fears FOR GOOD, you just need a simple process or framework to follow so you know what to do at each step of the call. That’s where control comes from. And that’s what we’re talking about today. The first step of the Cold Calling 101 is… 1. Confirm Confirm you’re speaking to the RIGHT person. And that means the decision maker. You want to be speaking directly with whoever decides whether to buy. Because otherwise, you’ll be dealing with a gatekeeper who then has to go convince their boss to make the purchase. And along the way, your product’s value will likely be diluted. So what does that sound like in practice? “Hi, Will Barron from Salesman.org. Who’s in charge of sales training at X? Scenario 1 : “That’s me.” — Move on to the next step Scenario 2 : “That’s Barry.” — Now we need to get in touch with Barry. <em
Thu, August 11, 2022
Personal Branding Examples (How To Become A LEGEND In Your Industry!)
Do you want to become a legend in your industry? How would that affect your sales performance? What would your day look like if you had inbound leads hitting your inbox rather than having to cold call until your fingers bleed from dialing? On this episode of The Salesman Podcast, Shama Hyder shares a bunch of personal branding examples and a step by step process to getting known in your industry Sharma is known as the “Zen Master of Marketing” by Entrepreneur Magazine and the “Millennial Master of the Universe” by Fast Company. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get
Wed, August 10, 2022
The 5-Step Cure To Low B2B Sales Motivation
“What's my motivation?” .circle-img { border-radius: 50%; -moz-border-radius: 50%; -webkit-border-radius: 50%; -o-border-radius: 50%; } #quote-container-bottom { width:100%; overflow: hidden; margin-top:20px; } #quote-one-bottom { width:10%; float:left; padding:5px; } #quote-two-bottom { width:90%; float:right; padding:3px; } @media only screen and (max-width: 767px) { #quote-one-bottom { display: block; float: none; width: 100%; padding: 0px 0; } #quote-two-bottom { display: block; float: none; width: 100%; padding-bottom:0px; padding-left:0px; padding-right:0px; } } Expert Note: “By a massive long shot, salespeople's biggest pain point is a lack of motivation” Kim Walsh Salesman Podcast Clichéd as it is, this question still resonates today. And not just with actors. But with retail workers, executives, laborers—with everyone . For sales reps, in particular, keeping up their sales motivation day after day is often a struggle. Boredom, anxiety, hopelessness, and downright depression can all be expected in the face of a too-far-off sales goal. And for some, the harder they seem to work, the less they seem to earn. If this sounds all too familiar, don't worry: You're not alone . But luckily, there's a way out. It just takes a bit of strategic work on your part. This guide shows you how to overcome a lack of sales motivation using a proven 5-point framework. And with it, you can boost your numbers, blow past your goals, and achieve more success as a sales rep. The Secret to Sales Motivation (Forget The Stupid Sales Quotes) Sales motivation is a tricky beast. On the one hand, it can inspire you to take on new challenges. On the other hand, it can give you the energy you need to truly test your limits. And it can be the impetus to winning record-level sales. But there's a dark side to motivatio
Tue, August 09, 2022
Salespeople - Stop Trading Time For Money! | Selling Made Simple
A lot of sales reps I work with have been caught in the time/money trap – what they make is DIRECTLY tied to how much they work. But the great thing about sales is you can create a “flywheel” system that SCALES UP your ability to earn without requiring more of your time. And if you put in a bit of effort, your flywheel system will pay off BIG TIME. What Is The Flywheel? Let’s talk about what a flywheel is. Literally speaking, a flywheel is a heavy wheel that, when turned, continues revolving over and over again thanks to its size and momentum. Think of the Price is Right. You know the big, heavy wheel at the end that keeps spinning and spinning? Like that. Now what does this have to do with sales? Well when you first start out in this job, it takes a LOT of effort to get things rolling. Making those first few sales, building up your network from scratch, getting into the groove with your processes—it’s a ton of work. But once you DO start making progress, your flywheel starts spinning on its own momentum. And that means: You can ask for referrals People in the industry already know you before you even reach out Your sales process gets refined and improved You can farm/upsell current customers rather than having to do lots of cold outreach Simply put, everything gets easier . You don’t have to work as hard to see results. And that means less effort for better outcomes . The flywheel does all the work for you. How Do You Get Your Flywheel Moving? How do you get your flywheel moving? And just as importantly, how do you get it moving faster ? Well we’ve got three strategies covering just that. And we’ll start with… 1. Impetus As the old saying goes… “The best time to plant a tree is 20 years ago. The second best time is today.” <p
Mon, August 08, 2022
SPIN Selling: 4 Steps To Predictable Sales Success
In sales, no two scenarios, and neither two customers are alike. So sales professionals have to cut through the clutter and get to the heart of what a client wants. The best way to do this is by asking the right questions—questions that help salespeople build a strong rapport with sales prospects. Following the SPIN sales methodology can be a good step in the direction where you can use sales questions with the most impact, easily overcome objections , and close more sales. What Is SPIN Selling? The SPIN sales technique makes it easier for sales reps to close deals. It identifies the core stages of questioning that a salesperson must go through to convert a prospect. Neil Rackham introduced the sales training methodology in his 1988 book titled SPIN Selling . Based on data collected from 12 years of research and 35,000 sales calls (!), he outlined a framework for developing and timing structured questions sales reps should ask to close a deal. The SPIN acronym represents four categories: S ituation, P roblem, I mplication, and N eed-Payoff. Here's a breakdown of each category, along with SPIN selling method you can use to learn more about your target customer , build trust, and eventually close the deal. 1) Situation This stage of the sales process is all about gathering information. You ask situation questions during the opening stage of a sale to better understand the prospect's current situation. The purpose here is to understand the prospect and their exact situation (hence the name) and whether it aligns with your offering. Situation Questions: How do you achieve X? What process does your organization use for X? What is your role at the organization? Do you have a person responsible for X on your team? What do you currently use for X? Why did you choose these tools and how often do you use them? Do you have a solid strategy in place for X? 2) Problem The problem stage of your sales call involves identifying pains and problems that the prospect experiences. Questions here are asked during the investigation stage to probe the prospect's frustration and pain points. You want to bring the prospect into an awareness that they have a problem or highlight the problems they need to solve. Once you know the problems and issues, you'll use them later to drive the sale forward. Proble
Sat, August 06, 2022
How I Design My Ultra Productive Selling Days | Selling Made Simple
Being productive is a major pain point in sales. I should know—I used to be lazy, procrastinate, and flake out all the time. But today I run a 7-figure sales training company, produce TONS of quality content, and still have time for coaching calls, hobbies, and a family life. How? I’m tyrannical about how I plan and execute my days. Here’s how I do it. 1. “Does it Make the Boat Go Faster” Only do “what makes the boat go faster.” There was a rowing team in Great Britain that had a big audacious goal—they wanted to win the Olympics in two years. And to achieve that goal, they did something a bit unorthodox. They relentlessly asked themselves, “Does this make the boat go faster?” It wasn’t just equipment they scrutinized. Though they tore that apart too. No, it was training, strategy, mentality , sleep schedules, nutrition, motivation. Everything that came into play was examined and evaluated. And if it didn’t make the boat go faster, guess what? They got rid of it. At the end of two years, they had a completely redesigned team… and a gold medal. If you want to be ultra productive and close more deals, you need to focus on what makes the boat go faster. Prospecting leads to sales. Gossipy emails don’t. Building your network makes the boat go faster. Facebook posts don’t. Get relentless with it. Because if it doesn’t make the boat go faster, you shouldn’t be doing it. 2. Time Block Organization is the heart of productivity. And when it comes to how you complete your mission-critical tasks, it should be no different. That’s where time blocking comes in. Rather than getting to the real impactful tasks whenever you can, start scheduling them directly into your calendar. But be deliberate here. Choose times and windows that you KNOW are realistic and that you can stick to. Because to maximize your productivity, you need to stick to
Fri, August 05, 2022
Replay: How Buying Emotions Are Made And How To Create Them In Others | Salesman Podcast
In this episode of The Salesman Podcast, Dr. Lisa Feldman Barrett talks about how buyer’s emotions and feelings are formed in the brain, regardless if it’s positive such as happiness, or negative, such as remorse. We cover some sales training nonsense on the topic of influence and Lisa debunks a few more sales myths in this episode. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div style="text-align:center;color:white;font-size:16px;fon
Wed, August 03, 2022
Setting Sales Goals That Lead To SMASHED Sales Targets | Salesman Podcast
Here you are—another year gone by. And you almost, aaaaaalmost hit your sales goal this time! Just like last year. And the year before that. And the year before that… But this year is going to be different. Maybe it’s the world rapidly changing around you. Or maybe it’s you getting another year older. But this year, it’s time to get serious about setting sales goals and adapting your sales process. And I’ve got just the framework to help. In just eight steps, you can map out where you want to be next year, strategize the steps you need to take to get there, narrow down which goals are a good fit, and more. Ready to go? Let’s hit it. Setting Sales Goals: Why It Works Why should you be setting your own sales goals? And just as importantly, why should you start setting your goals strategically so that you don’t give up on them four months into the year? As it turns out, setting sales goals is one of the easiest low-investment, high-return wins sales reps can make. Here’s why setting your own sales targets is such a game-changer. A) A Clear Path to Success First and foremost, setting sales goals gives you a clear, indisputable path towards achieving massive professional success. We can all agree that if you don’t know where you’re heading, it’s going to be a real pain to get there. And setting well-defined goals lets you plan out your path to success milestone by milestone. What’s more, when you continually improve upon those goals (e.g., “I’m going to close 5% more deals than last year”), you’re creating the impetus you need to keep moving forward. And that means less career stagnation and consistent forward progression. Having a clear path to success is also valuable for sales managers and sales teams too. When you can effectively communicate your sales cycle and where the sales revenue is going to come from, management will get off your back and allow you to get on with your job. B) It Lets You Plan Ahead Setting sales metrics (that are reasonable , mind you) also gives you a better indication of what lies ahead. If, say, you need to close on 12 accounts this quarter, that means you need to aim for four accounts per month. If you’ve only closed two in the first month, that means you’ll have to work extra hard to close five in the other two months. Setting annual sales goals based on numbers rather than more a subjective sales goal like “improving customer lifetime value” enables you to directly track progress too. Added to that, your goals also help identify your busy seasons, your lulls, and when you should focus on other goals like filling your pipeline, streamlining your processes, or even taking a vacation. C) Feel More Fulfilled at Work Last (but certainly not least ),
Mon, August 01, 2022
How to Sell Against Competition: Convert Your Competitors Accounts To Your Own | Salesman Podcast
In the minds of many reps, competitor buyers are off-limits for prospecting. After all, why waste time with a buyer that’s already entrenched with someone offering a similar product? But as it turns out, competitor buyers are some of the best prospects you can target. They’re more qualified, they’re budget-ready, and they’ve already got a buying process in place for your product. That being said, these leads can be harder to win over, too. They’re more loyal, resistant to change, and they take a bit more convincing on why your product is superior. So, how do you sell to competitor buyers successfully? This guide dives into how to sell against a competitor to bring on their existing clients. Inside, we take a look at a proven four-step framework. And we also investigate why these leads can be so lucrative in the first place (and how they can skyrocket your commissions in no time). Why Sell Into Competitor Accounts? Before we get into how to sell against a competitor, let’s look at why you should consider selling to their buyers in the first place. At first glance, the prospect of selling to your competition’s buyers can seem like a failed cause. Existing customers are loyal. They’re already familiar with your competitor’s products. And they’re resistant to change (the “don’t fix what ain’t broke” mindset). That all adds up to harder sells, wasted time, and fruitless effort… right? But as it turns out, there are plenty of benefits of selling to your competition’s buyers. And once you’ve developed a system for converting them that actually works , you can start to reap those benefits. Potential Benefits (When You Do It Right) So, why go after your competitor’s buyers at all? Below are a few of the biggest benefits of making the leap. They’ve Already Demonstrated Product Interest – One of the hardest parts of bringing new customers on is demonstrating how your solution addresses their pain points. It’s why retaining repeat customers is 5X more valuable compared to finding new buyers, according to Invesp . Existing customers already see the need. And so do your competitor’s buyers. As a result, you don’t have to spend days and weeks explaining your product’s value—they already understand it because they’re already working with a similar product. The Budget Is Settled – In addition to already demonstrating product interest, a competitor’s buyers have already allocated the space in their budget. When there’s already space in the budget, you don’t have to work as hard to justify spending extra . Instead, you can simply swap out your expenses with those of your competitors (if they’re comparable, of course). Their Buying Process Is in Place – Last but not least, y
Fri, July 29, 2022
How To Identify “Do Nothing Deals” And Win More Of Them
Tom Pisello is the current Chief Evangelist for sales enablement at Mediafly. On this episode of the Salesman Podcast, Tom uses data-backed evidence to explain “Do Nothing Deals” and how salespeople can break the status quo to close more of these deals. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment <img decoding="async" src="https://salesman.com/wp-content/upload
Wed, July 27, 2022
How to Improve Self-Esteem in Sales: 12 Techniques to Try | Salesman Podcast
Sales is hard. You know it. Your family knows it. And (if you’re lucky) your employer knows it too. And despite the high potential earnings a successful sales career rakes in, the profession isn’t growing as much as other jobs. For many, it all has to do with rejection. Rejection is, of course, a given in this industry. And some reps take it more personally than others. But then there are the standouts. You know the type—they get rejected just like everyone else, sure, but they’re always quick to bounce back. They’re confident and self-assured, but never cocky. And when they speak to prospects, they’ve got this natural magnetism. This ability to instantly ease skepticism and let buyers know, “Hey, you can trust me on this.” What’s the secret? Self-esteem . And with a bit of work, you can cultivate a healthier sense of self-worth by following just a few proven techniques. In this guide, we’re covering how to improve self-esteem using The Increasing Self-Esteem Framework . Inside, we examine three core pillars to promoting self-confidence while looking at 12 proven techniques you can start using today. We’ll also take a closer look at the best benefits of upping your self-worth on the job. Let’s dive in. What Is Self Esteem? Pride, confidence, self-assurance, dignity—there are many words to describe self-esteem. But what does it all mean? Simply put, self-esteem is your general sense of self-worth. It’s how much you value your thoughts, emotions, and actions. And it’s influenced by beliefs about yourself as well as the beliefs you think other people hold about you. Your self-esteem doesn’t just affect your you-focused feelings though. That opinion you hold about your own value permeates through and influences so much more in your life. Self-confidence, whether low or high, affects: How you interact and connect with others. Risks you’re willing to take. Goals you’re driven to make. Motivation and ambition. Decision making. Physical and mental health. And much, much more. Ultimately, your self-confidence affects nearly everything in your life because self-esteem is directly connected to how you move through the world . Having poor self esteem and living your live via a series of negative beliefs can make the challenging and difficult situations that you'll find in a sales role much tougher than they need to be. Self Esteem Stats Low self-esteem and a lack of confidence can be devastating professionally. Here are just a few stats to prove it. Nearly 4 out of 5 women (<strong
Mon, July 25, 2022
How To Sell Yourself In a Job Interview | Selling Made Simple
You just can’t compare regular job interviews to sales job interviews. Because in sales, it’s way harder to get a measure on your skills from just one conversation. So if you want to nail that interview, you’ve got to show up READY to demonstrate what you can do. Here’s how. Why Sales Interviews Are Different Why are sales interviews different? What makes it so tough for… Employers to find sales professionals who are actually worth hiring and… Sales professionals to prove they’ve got the right stuff? It all comes down to this—sales skills are damn tough to verify. On the one hand, if you don’t have a verified background in the business, employers can’t look at your experience to see if you’re any good. And if you’re a veteran, who knows if your CV is true to life? Sure, employers can call your old bosses. But most companies are scared of saying anything negative in referrals these days. They might even be legally barred from it. 3 Steps to Demonstrating Your Skills Because you’re an unknown either way, you need to demonstrate your skills in the interview itself. And there are three fool-proof ways to do that. Number one… 1. A 30/60/90 Day Plan Three core benefits here: It shows you’re serious and you’re capable of self-management. It creates a clear focus for your first 90 days on the job, which should lead to greater productivity. And it ensures your goals are properly aligned with the organization. This plan doesn’t have to be super complicated. But it does have to be strategic. And it does have to show you’ve put lots of thought into what it’ll take for you to be successful. For each section, you need to include 3 to 5 goals, each followed by two essential statements… To comple
Thu, July 21, 2022
This Book Will Help You Sell Through The Recession | Selling Made Simple
Like it or not, experts agree there’s a recession looming on the horizon. And the sales professionals that know how to tweak their strategy accordingly are the ones that will survive, even thrive over the next few years. Here’s how to do it. Today we’re talking about concepts covered in the amazing sales book The Challenger Sale by Matthew Dixon and Brent Adamson of the business advisory firm CEB. The Last Recession The last recession of 2008 and 2009. If you were working in the industry at the time, you probably remember how hard it was on sales professionals. Clients jumped ship, prospects were unresponsive and had a death grip on their budgets. And old tried and true strategies just didn’t bring in the same results. And yet, some reps were still able to succeed despite it all. Dixon and Adamson’s business advisory firm CEB surveyed thousands of sales reps from around the world during this period. And they found that those who did succeed had one thing in common… They pushed customers to think and act differently. Building relationships still mattered of course. But what was even more impactful was a rep’s ability to challenge the customer, push back, and take control of the sales conversation. And if you want in on that same success during a recession, here’s what you need to do… The 6-Step Push Back Method It all starts with the 6-Step Push Back Method. With a recession, times are tight. Everything is tight. And more than ever buyers want new ways to solve problems, not easy ways to get rid of their cash. For you, that means you’ll have to push a little harder when you know you can help a prospect in a way that’s different to what they want right now. You have a unique perspective on the customer’s business and communication ability. So it’s up to you
Wed, July 06, 2022
LinkedIn Lead Generation: Cold Email Has Nothing On This | Selling Made Simple
As your quarterly deadline creeps ever closer, you begin to have a terrible revelation— you just aren’t going to make it . Not this time. But… why? You haven’t changed a single thing about your sales process. Your cadences are as tight as ever. And your schedule’s already jampacked with cold calling and cold emailing. So, what are you doing wrong? These days, many B2B salespeople find themselves falling behind due to a lack of “social selling”—incorporating relationship building into the sales process. And today, a staggering majority of social selling happens in one place: LinkedIn . This guide shows you how to effectively incorporate LinkedIn lead generation into your routine. Inside you’ll learn the three-part framework you need to use LinkedIn’s potential to its fullest. And with it, you can build a steady and robust pipeline of quality, qualified leads. Best of all, once you get going, the system practically runs itself. Now let’s jump in. The What & Why of LinkedIn If you’re a professional, well, anything then you probably know what LinkedIn is—a social media platform with a twist. Unlike other platforms, the focus is on business. You won’t find piano cats, baby pictures, or “Charlie bit me” videos here. Instead, it’s all about connecting with other professionals, learning business-related tips for success, and growing your career. And as a well-informed salesperson, you can use LinkedIn as a powerful source of leads. As author and sales professional Marcus Sheridan put it in our interview: “As a salesperson, a sales professional, go all-in on LinkedIn. I've watched salespeople's careers and therefore wallets and bank accounts explode because of the way they use LinkedIn.” But why? What makes LinkedIn lead gen so powerful? There are four reasons in particular: It’s huge</
Wed, June 29, 2022
This Graph Changed My Sales Career | Selling Made Simple
When’s the last time your life changed because of a single picture? Well I can tell you I started closing bigger deals, closing them more often, and earning way more commission—all because of this one graph *show on screen*. And today, I’m showing you how it can change your life too. One of the biggest issues we as humans have is understanding time. Don’t get me wrong here—we’ve gotten really good at thinking ahead, learning from the past, and evaluating cause and effect. Hell, it’s why we humans are so damn good at surviving and expanding. But even still, we have a hard time connecting the actions we take today with the results we see way in the future. Today / Future And this can be especially problematic for actions that snowball. That have effects that grow over time. And unfortunately, that disconnect is at the heart of why most salespeople fail to achieve real success. That’s why today we’re talking about the graph that helped me shift out of that path to failure and into my success today. 1. The Graph As you can see, this graph is all about… <img loading="lazy" decoding="async" class="alignnone size-full wp-image-24999" src="https://salesman.com/wp-content/uploads/2022/06/Screenshot-2022-06-29-at-14.29.46.png" alt="" width="1661" height="923" srcset="https://salesman.com/wp-content/uploads/2022/06/Screenshot-2022-06-29-at-14.29.46.png 1661w, https://salesman.com/wp-content/uploads/2022/06/Screenshot-2022-06-29-at-14.29.46-300x167.png 300w, https://salesman.com/wp-content/uploads/2022/06/Screenshot-2022-06-29-at-14.29.46-1024x569.png 1024w, https://salesman.com/wp-content/uploads/2022/06/Screenshot-2022-06-29-at-14.29.46-212x119.png 212w, https://salesman.com/wp-content/uploads/2022/06/Screenshot-2022-06-29-at-14.29.46-768x427.png 768w, https://salesman.com/wp-content/uploads/2022/06/Screenshot-2022-06-29-at-1
Wed, June 29, 2022
One Change That Makes Every Sales Person Better | Selling Made Simple
A few times in life, we come upon a single concept that radically changes the way we interact with the world. And in sales, there’s one concept in particular that’ll change the way you sell forever—The Law of Averages. This concept has taken more average salespeople to top 1% than any other. It might be the most important video that I’ve ever produced. Now, a lot of reps are under the impression that sales is an art. Getting a feel for body language, spotting subtle cues, shifting and re-shifting conversations with prospects. But where a lot of reps get things wrong is forgetting the logic side of things. Following your cadences, hitting that cold call quota, sticking to a plan through thick and thin—that’s the other side of the equation. And if you neglect your numbers , your art is never going to be enough to propel you to real sales success. A) Sales Is a Numbers Game Sales is a numbers game. We’ve heard it all before. And there’s a lot of truth to it. Because when you boil it all down, sales comes down to this: You do a number of activities. Those activities can have an effectiveness on a scale of 1-10. And depending on that effectiveness, they lead to a revenue number at the end of the quarter, and you get paid a commission. It’s as simple as that. And the more you do an activity, the higher those final numbers—that revenue and that commission—will be. More cold calls per day results in more leads. More leads turn into more sales calls. And more sales calls lead to closed deals. Voila, numbers! Now you can tweak that activity. Or you can choose to engage in a different one altogether. But when you get down to the nitty-gritty, the more numbers you put in, the more you get out. B) The Law of Averages The Law of Averages co
Mon, June 27, 2022
The Best Opening For A Cold Call | Selling Made Simple
The average length of a successful cold call that ends in a meeting is just 5:14. That’s it! For unsuccessful ones, it’s around 3:14. But as brief as these encounters usually are, it’s actually the first three seconds that make or break a call. This video covers the rejection-proof cold call one-liner that’s guaranteed to help you book more calls, all in just three seconds. Now for most cold callers, even experienced ones like you, the problem isn’t talking about your value proposition. Or convincing prospects to book an official call with you. Instead, it’s that initial line. That first three seconds. Because a whopping 98% of cold calls end in hangups right off the bat. And if you can get your prospects to listen to you after that, then you’re home free. But you’ve got to choose your words carefully. You’ve got to pique interest, interrupt their thought pattern, and set expectations. And that’s exactly what this opener is so great at doing. 1. The Opener The word-for-word opener you can start using right away. So this one actually comes from my friend, Josh Baun. Josh is an expert when it comes to sales and trains teams on how to beef up their numbers and close more deals. I actually interviewed him on The Salesman Podcast where he talked about this very opener, which he both uses and teaches to his clients. So first up, let’s just take a look at the opener, and then we’ll break it down… .circle-img { border-radius: 50%; -moz-border-radius: 50%; -webkit-border-radius: 50%; -o-border-radius: 50%; } #quote-container-bottom { width:100%; overflow: hidden; margin-top:20px; } #quote-one-bottom { width:10%; float:left; padding:5px; } #quote-two-bottom { width:90%; float:right; padding:3px; } @media only screen and (max-width: 767px) { #quote-one-bottom
Fri, June 24, 2022
How I Stopped Procrastinating Over Sales Prospecting | Selling Made Simple
Want to make it big in sales? Step #1—stop procrastinating. I used to have a huge problem with putting off my tough tasks till later. And my career suffered because of it. But then I learned how to stop procrastinating for good. And today, I’ve built a 7-figure sales training business, run two YouTube channels, and am now more productive than ever. How’d I do it? I killed my lizard brain . The Lizard Brain What is it? Well, this is the part of your brain that’s leftover from your pre-human ancestors. It’s focused only on the now. It doesn’t understand the future or the past. And it just reacts according to your most basic needs. On the other side of things, you’ve also got your “Human” brain. This is the rational side of you. It can use the past to predict the future. It can plan. And it can choose to avoid pleasure now in exchange for greater gains in the future. But for as advanced as the human side is, it doesn’t deal well with abstraction. If it can’t find a clear pathway to completing a task, it gives up control to the lizard brain. And the lizard brain’s go-to method for dealing with a problem is good ol’ fight or flight . The problem is you can’t fight abstract goals like “increase revenue this quarter” or “boost commissions by 10%.” So the lizard brain chooses flight . It runs. It procrastinates. And your human brain finally swoops in to justify all the reasons not to start in the first place. The good news is you aren’t trapped in this cycle. Because… You can kill your lizard brain and stop procrastinating for good. You’ve just got to do a bit of brain hacking to get the job done. And there are four techniques to do just that. 1. Goal Priming When you’re faced with a daunting task like spending hour after hour prospecting, it’s hard to find the motivation to g
Wed, June 22, 2022
This Question Will Make You Better At Sales | Selling Made Simple
Want to get better at selling in two seconds? Easy peasy. Ask potential buyers, “What's stopping you solving this problem for yourself?” You’ll eliminate objections AND set yourself up for an easier close with just one phrase. But hold on—asking the question is only half the battle. To get the right effect, you need to know how to get to the point of asking it. That’s where the real magic happens and that’s what we’re covering in this video. Now, buyers often give objections because they think they can solve whatever problem they have by themselves. They don’t need your help. So why would they buy your solution? But the truth of the matter is, if they could solve their problem on their own, wouldn’t they have done it by now? Instead, something’s missing. Something’s holding them back from solving their own pain points. This, my friends, is what’s known as leverage . If you can get prospects to realize they can’t do it on their own, you’re in a fantastic selling position. AND you’ve also eliminated a slew of sales objections that you would’ve had to deal with later on. But before you can drop this bombshell of a sales question, you’ve got to start by… 1. Properly Qualifying a Prospect Lead qualification is one of the greatest challenges for sales reps. HubSpot found that 34%, over one-third , of reps said lead qualification is the biggest obstacle to hitting their numbers. With the right leads, closing is easier. Prospects are more enthusiastic. And the chances of a busted deal are far slimmer. Now, there are plenty of acronyms for qualifying frameworks out there. Each more complicated and confusing than the last. But when you get down to brass tacks, each focuses on three major questions: What Do They Want? What’s Stopping Them From
Thu, June 16, 2022
You NEED to Understand This About Cold Calling | Selling Made Simple
Cold calling’s dead? I don’t think so. 82% of buyers say they accept meetings with reps who cold called. And 57% of C-suite execs preferred way to be contacted. So don’t fall for the hype—cold calling is alive and well. And if you’ve already seen some success with it, here are just a few small tweaks you can make to take things from paying the bills to early retirement. Now before we get started, I want to point out this is not a video for beginners. There are plenty of tutorials on how to get started with cold calling. And this is not one of them. Instead, it’s built for reps who have already built a semi-successful process, but you can’t quite seem to make any progress. You’ve plateaued. And despite your best efforts, your numbers never seem to get better. Sound familiar? Well if so, I’ve got your back with these three strategies. So let’s jump in. 1. Tone Tone. Your tone is a critical part of what types of feelings you’re eliciting in your prospect. From pitch and volume to speed and your own attitude—yes, people can hear smiles—your tone of voice says a lot about you as a person. And one big problem reps face is learning how to hone their voices when cold calling so that buyers aren’t scared off in the first second or two. As it turns out, most buyers don’t respond well to an overexcited sales rep on the line. Their over-enthusiasm comes off as suspicious. And no matter how great your product is, you’re going to scare off prospects when you come in hot with the stereotypical sales rep approach. Instead, try taking a calmer, more relaxed approach. And to do that, you need to… Shift Your Self-Worth Let me tell you what I mean by that. According to sales expert and professional trainer Josh Braun, the tendency to sound overexcited on a call comes from reps wanting the sale too much. <p
Mon, June 13, 2022
The Rocky Road to Becoming a Sales MILLIONAIRE | Selling Made Simple
Money! We all love it. We all want it. And we all never seem to have enough of it. Sam here tried his hand at sales because of the earning potential. But he quickly dropped out due to the stress. But Walter knew that if you could push through the downsides, you could bring in a massive income. We’re talking MILLIONS. And he also learned the tricks to make earning beefy commissions easier than ever. And that’s what we’re covering today—the risks, the rewards, and the simple steps you can follow to become a sales millionaire. Now, working in sales is no picnic by any means. On the one hand, there’s the rejection. Which sorry to say, is typically a given. The better you get, the less of a problem it becomes, sure. But first starting out, you’re going to get some no’s. On top of that, the cold calling and cold emailing can be monotonous at times. But by and large, the toughest thing about sales is this—you are the one responsible for your pay. If you suck, you sink. And for some, that can be a terrifying prospect. Because if you slack off, you aren’t guaranteed the paycheck you’ve come to depend on. A sales career isn’t a cakewalk. That much is clear. But there are some serious benefits to it too. Benefits that no other career can offer. And today, that’s what we’re talking about. The upsides. The reason why sales is in my opinion, so special. So exciting. And so fulfilling. So let’s jump into it. A) Quickest Way to Make Money It’s the quickest way to make money. There are other careers that may get you to that 7-figure level at some point. But sales is without a doubt the fastest. So, why is that? 1. Product Development’s Done Already The hard work’s done. Your brand’s already spent the time, the money, and the effort to create a working product. And they’ve built connec
Wed, June 08, 2022
SALES Is Just Like DATING... | Selling Made Simple
Question for you—what do a product demo and a candle-lit dinner have in common? As it turns out, more than you might think. See, sales is a lot like dating. If you jump into a sales call by bragging and boasting about your product, your buyer is going to immediately lose interest. But just like in the dating world, there are a few things you can do to make closing much more of a success. And today, we’re talking about three in particular. So we’ve all been out on a nightmare date before, right? Think back—what was so bad about it? In all likelihood, it was that the person on the other side of the table just wouldn’t stop blabbing about themselves. How much they make. What they can bench press. Who they’re friends with. It’s exhausting just talking about it. Or maybe that’s been YOU in the past? But the thing is if you can get the other person talking, feeling good, and sharing what they’re working towards, you’re one thousand percent more likely to build a deep connection. The same goes for saless. So, let’s start with maybe the most impactful step you can take to boost your chances of success, both in love and in sales… Ask, Don’t Tell To be perfectly honest, your buyers don’t really give a shit about your company or your product. They may eventually , sure. But in the initial stages of the sales cycle, the ones that focus on awareness, the key is to turn the focus on them. You’ll have plenty of time to point to all that juicy social proof when it comes to the decision stage. So instead of telling prospects about yourself, ask more questions. Now, there are three very real benefits to taking this approach. 1. You Better Understand Their Problem You better understand their problem. When you’re talking, you’re not listening. And th
Fri, June 03, 2022
WIN The Most Important Part Of Cold Calls | Selling Made Simple
The fate of your deal rests in the first four seconds of the sales call. That’s it. If you can nail the first 4 seconds, often the deal is as good as yours. Why is that? It’s because of the importance of first impressions… Sales rep Sam, for example, always botched his first impressions. So, even though he was selling a solid product, buyers never stayed interested long enough to hear about it. But Walter knew the importance of a strong first impression. He knew by immediately playing the three specific roles we’re talking about in this video, he’d always win over his prospects. And guess what? If you implement the 3 roles we’re going to cover, you can do the same too. Now, first impressions. They set the foundation for the rest of your sales call. If you come off as a commission-hungry sleaze, good luck earning trust with your buyer. First impressions count. And they form almost instantly , as soon as 33 milliseconds according to some studies. For sales reps like you, they’re even more important than people in an average job. Because your buyers are busy. And in the short time they give you, you need to build up rapport especially quickly. So the question is, how do you do it ? How can you win over prospects in the first four seconds of a sales call? It all comes down to playing three key roles. And the first role you need to play is that of… 1. Be the Expert The expert. If you’re coming off unprofessional or unknowledgeable right off the bat, a buyer isn’t going to waste their time listening to anything you have to say. And if they do, they’re probably just waiting for their chance to leave. So how do you prove to them that you do, in fact, know what you’re talking about here? Two words— Social. Proof . Social proof is key to demonstrating your expertise <em
Fri, May 27, 2022
How I Close COMPLEX Sales In A SINGLE Call | Selling Made Simple
In sales, the general rule of thumb is, the more complex the product, the longer the sales cycle. And for some complex products, that might be true. But for others, a single phone call is all it takes to get a deal done. I close complex training and consulting packages with some of the brightest companies in the world. And usually, I do it over a single conversation. Yep, I have one phone call with the prospect and then send the invoice. Most salespeople think this is impossible. But with the right step-by-step, single call structure, you too can start closing your deals quicker than ever before. So the business-winning phone call isn’t a sales myth. It isn’t sales folklore. And it isn’t an old wives’ tale. But it is misunderstood. See, you can’t get any old buyer on the phone and close them in a single conversation. No, they have to be the right buyer. And the real trouble, the thing that should take the most effort, the most thought, and the most time is qualification. A survey from HubSpot found that the number one challenge for one out of three sales reps is lead qualification. And it’s true, doing it right is tough. That’s why with the Diagnosis framework we’re going to first discover the pain that the prospect is in, qualify them to see if we should be doing business with them and then close them, in that order. Most salespeople do this over multiple calls, over multiple weeks. This framework will show you how to do this in just one call and then close the prospect at the end. The first step is to understand the buyers… 1. Pain Pain. Is this potential buyer actually in pain right now? Is their problem actually a problem at all? The buyers you want to work with are feeling the hurt from this problem. And as a result, they’re going to be highly motivated to find the right solution</stro
Mon, May 23, 2022
Never Again Wonder “Are They Going To Buy?” | Selling Made Simple
Invisibility, flight, laser eyes… NONE of these superpowers compare to the #1 superpower for sales reps—which is the ability to read minds… Because when you can read your prospect’s mind, you can give them exactly what they’re looking for. And that means more closed deals, better commissions, and a bank account even Bruce Wayne would be jealous of. Today I’m showing you how to become a sales superhero by learning how to read your prospect’s mind. In this video you’re going to learn 6 ways to understand exactly what your prospect is thinking. But before we get into the specifics, let’s talk about verbal language. Language is an amazing tool for connecting and communicating with others. It lets us share ideas, vent frustrations and, solve mutual problems, But even still, Words alone have limitations. And context, history, and individual experience all can change a word’s meaning from one person to the next. Luckily, according to the research, around 70% of our communication doesn’t rely on words. And equally lucky, our brains are equipped with the ability to read nonverbal communication effectively . we can use non verbal communication to understand what someone else is thinking without them ever saying a single word! So, what do you need to do to become a better mind reader? 3 Internal Tactics 1) Establish a Baseline Establish a baseline. This one has its roots deep in the world of science and evidence. Here’s why. When you’re creating an experiment, say you’re testing the effects of a new pain pill, you need to run at least two versions of that experiment. In one of the experiments you actually give the pain reliever to patients. Duh, right? How else could you tell if the drug worked or not? But you also have to run what’s called a “control experiment” too. This is where every
Fri, May 20, 2022
Stop Letting Buyers Walk All Over You | Selling Made Simple
Sales reps have it rough. Besides the endless slog of cold outreach, when you actually do connect with a buyer, you’re told to suck up to them. Smile, dance, give-in—do anything to win the deal. But what most reps don’t know is that there’s a better way to get what you want from your selling conversations. And best of all, it doesn’t require you to leave your dignity at the door. “The customer is always right.” We’ve all heard the old saying. And unfortunately, a lot of sales professionals have moved through their careers believing that it was true. That the rep who charms, kowtows, and leaves buyers smiling 100% of the time is the one that kills it month after month. But what would you say if I told you this age-old rule was… ready? Shit. It’s shit! It’s just plain wrong. And in fact, bending to a buyer’s will in every single conversation is a surefire way to muck up any sale. Instead, the trick is to be assertive . And if you’re one of the many professionals out there that isn’t as assertive as they should be, never fear. Because today, we’re looking at how to be a more assertive sales rep. Now, before we get into the nitty-gritty of it all, let’s first hit on… Why Assertiveness Is a Must Why assertiveness is a must in sales. There are five main benefits to being assertive in this industry. First… A) It Closes More Deals (Duh) It closes more deals. You don’t get the sale if you don’t ask for the sale. When you lack assertiveness, you lack the confidence you need to push through the awkward yet entirely necessary stages of closing a sale. But as you become more assertive, you’ll find yourself closing more often. B) It Gives You More Authority It gives you more authority. The more authoritative you appear, the more likely buyers will be to listen, value your opinion, and look to you as a trusted
Wed, May 18, 2022
INSTANT Rapport WITHOUT Being Weird | Selling Made Simple
There’s a lot of bullshit in old school sales training. Mirroring body language, fake-as-hell urgency, uncomfortably high enthusiasm—this is what they USED to say closed deals. But in modern times, They’re all crap. They simply don’t work. And they’re scaring off your potential buyers. Instead, there are a few surprisingly simple ways you can instantly build rapport WITHOUT coming off as a weirdo. And that’s what we’re talking about in today’s video. Now, before we jump in, let’s talk about the current state of sales. These days, more than ever, your time winning over a buyer is limited. With all the automation in marketing these days, most buyers can get the majority of the info they need from your website or your content funnels. Added to that, most businesses are facing 3X as much competition as they would’ve been just 15 years ago. So when you DO get a buyer on the phone, you’ve got to make your time count. Because if you don’t they’ll have plenty of other options to go with. And that’s where rapport comes in. What Rapport Is & Why It’s Important Essentially, rapport is how much your buyer trusts you. It’s what dictates whether or not they take your advice, listen to what you have to say, and ultimately choose to do business with you. And like most ideas in sales, rapport comes down to a very human, very biological issue—are you part of their tribe or not? Are you on the same side or opposite ones? See, the human brain is wired to keep us close to those we identify with (our tribe) and be skeptical of those we don’t (not our tribe). It’s called in-group/out-group thinking. And it’s this tendency that’s at the root of so many social and political problems today. But to bring it back to sales, the better you are at building rapport, the more your buyer will think of you as part of their tribe. And that makes it 10X easier to c
Mon, May 16, 2022
No One Buy’s From This Type of Sales Person | Selling Made Simple
Nobody wants to buy from a people pleaser. it’s a business killer. Now, we all want to make other people happy. We’re social animals. And caring about the opinions of others is hardwired into our brain. It’s in our DNA. But when you make the happiness of others your primary goal, it can lead to some pretty disastrous consequences. And that goes double, triple, and quadruple for sales reps like you. So, how do you stop being a people pleaser? 5 Problems 5 problems with people pleasing. Why is being a people pleaser such a bad thing in sales anyway? Well first off, it leads to… 1) Wasted Time with Bad Clients Wasted time with bad clients. People pleasers hate confrontation. And that can make it difficult, if not impossible , to cut bad clients loose early on. The result? Tons of wasted time. Tons of wasted effort. And a buyer that sucks all the value out of you possible and then leaves you high and dry. 2) Great Relationships Are Built on Equal Value Great relationships are built on equal value. People pleasers are notorious for being taken advantage of. And that sets the foundation for a wholly unequal relationship. When equal value isn’t brought to the table because of what’s known as covert contracts (more on that in a sec), a buyer won’t think twice about ditching on a deal at the last minute. 3) Finding the WRONG Solution Finding the wrong solution. People pleasers are bad communicators. And as sales reps, it’s our job to connect the right buyers with the right solutions. But since a people pleaser’s so avoidant to conflict, they may end up misleading the wrong buyer to believe the solution can fix their problem rather than risk disappointing them. And that, as you can imagine, can lead to some very serious problems. 4) Inauthenticity Breeds Contempt </
Fri, May 13, 2022
The Pros & Cons of Working in Sales—The TRUTH | Selling Made Simple
There are few professions that match the high risk, high reward stakes of sales. For some, this is the best way to earning true financial freedom. But for others, it’s never going to be that perfect fit. Today we’re talking about the real pros and cons of working in sales. The euphoric ups, the devastating downs, and everything in between. So if you’re thinking about joining the sales industry or just wondering if this is your right profession, this is the guide for you. Now, let’s face it—not everyone’s cut out for sales. Ambition, confidence, self-discipline, and not to mention plenty of grit—they’re all required if you want to make it in this industry. And even if you do have all the right qualities, long hours, difficult quotas, and a high-stress environment are typically a given. But few other professions carry the enormous benefits of killing it in sales. And if you’re the right type of person, no other career will give you the same fulfillment and control over your on-the-job success. The trick is knowing what to expect in this job beforehand. That way, you can make an informed decision about if this is the right job for you. And that’s what I’m here for. Today we’re looking at the true upsides and downsides of being a sales pro. No lies and half-truths. No BS. And no holds barred. So first off, let’s start with the pros of working in sales. By far one of the biggest benefits is… Pro: It’s the Quickest Way to Become a Millionaire The money. Yep, sales can be lucrative. Incredibly lucrative if you’ve got the talent. And when you do have that talent and, of course, a proven sales system, hitting your quotas and raking in massive commissions isn’t all that difficult. As author and business founder Kent Billingsley told me in our interview: “Sales is one of the professions where you can m
Wed, May 11, 2022
Upselling: Your Ticket to 67% MORE Revenue | Selling Made Simple
Sales manager pushing you for more cold outreach to hit your quota? Not so fast. If you really want to start killing it, you need to shift away from new clients. And towards the ones you have now with upselling . In fact, done right, upselling your current customers can on average increase your sales revenue by 67%! That’s the difference between Pirus and Porsche at the end of the year when you take home your commission bonus. unanswered emails. And eventually, eventually , all that effort could lead to a new buyer or two. Emphasis on the “could” here. Even still, you’ve got to wade through a lot of crap to get there. But filling your pipeline with new buyers isn’t the only way to do business. In fact, focusing on maximizing value with your existing clients can make your life a hell of a lot easier. And today, we’re talking about using upselling to do just that. Sound good? Then let’s do it. Why Upsell? Why should upsell in the first place? You’ve already clinched the deal. So what’s the point of pushing things even further? Well, there are four benefits in particular here… 1. It’s Easier It’s easier than focusing on new buyers. With new buyers, you’ve got to go through the pains of establishing trust. But with existing ones (or those who have already committed to the sale), that trust is already there. Here’s a stat to prove my point. According to Marketing Metrics, you have just a 5 to 20% probability of successfully selling to a new prospect in most industries. 5 to 20%. If you’re selling to an existing customer though, that probability jumps to 60 to 70%. That’s an enormous increase! So if you want to make your job selling easier, go with the existing customers. Next… 2. It Drives More R
Mon, May 09, 2022
Guess What? Future You Is Pissed... | Selling Made Simple
Most salespeople barely hit quota. And I admit, that used to be me too. It wasn’t until I started doing one very unexpected thing that my income started to explode… I got unreasonable . And today’s video is all about why you too need to start acting a little less reasonably. Now, I’m 35. I’ve lived a solid ⅓ of my life already. And if there’s one thing I’ve learned over my career in sales, it’s that you don’t have time to waste if you want to reach any reasonable level of success. Like, none. No kidding. Success at anything, anything , takes a decade at a minimum. Tough to hear, right? It’s sad but it’s true. And the longer you commit to doing the same thing everyone else is doing, following the same rules, living up to the same expectations, and being the same unremarkable, everyday sales rep, the less time you have to become truly successful. If you want to bust out from the pack, you’ve got to be different. You’ve got to defy the norms holding everyone else back. And you’ve got to start being unreasonable. Today we’re talking about 5 ways to start busting expectations and living a little less reasonably. And once you do follow them, you can thank me a decade from now when you’ve become the person you always dreamed of being. 1) Get Busy Get busy. This one’s a tough one to swallow. But as hard as it is to hear it, you’re going to have to work harder. Yeah yeah, there’s the typical 9 to 5. And a lot of people—the majority of people—clock out and forget about their job. That’s the reasonable approach. But if you want any chance of wild success, you’ve got to put in the hours. Now don’t worry—eventually you’ll be able to cut back. After you’ve built a solid foundation for yourself. But in the beginning, you need time to test what works. To see what do
Fri, May 06, 2022
64% of Sales Rep Anxiety Comes from THIS | Selling Made Simple
64% of sales professionals are scared of picking up the phone and calling prospects cold. And if you’re like so many other reps out there, you’re not a fan of cold calling either. But in today’s video, we’re looking at why cold calling has reps shaking in their boots. And most importantly, how you can kick that fear right where the sun don’t shine. Now, like I said, nearly 2 out of 3 reps hate cold calling—64% in fact according to our SalesCode Assessment . But what’s really going on here? Why is this simple practice so damn scary? Well, it all boils down to biology. As social animals, we’re built to crave the approval of our peers. And if we don’t get that approval and are rejected , it’s painful. No really, we feel rejection in the same exact spot of the brain that process physical pain . And as anyone who’s cold called knows, rejection happens quite a bit. So it makes sense we’d be anxious about it. Now, the trick is finding ways to overcome that biological fear of rejection. Ways of rewiring the brain to make cold calling less scary. And that’s exactly what we’re talking about today. With these four techniques, you can say so long to cold calling fears. And start finding more buyers so you can close more deals. It’s as simple as that. 1) Make Fear Your Friend We all get nervous sometimes. Whether we’re jumping out of a plane or just trying a new restaurant, a little bit of anxiety is natural when facing the unknown. It’s what you do with that fear that makes a difference. One thing I’ve found incredibly helpful for overcoming fear is immerse myself in it. You know, really feel the sensations it causes. The racing heart, the sweaty palms. Once that’s done, it’s time for a bit of mental gymnastics. I
Wed, May 04, 2022
5 Ways You’re SCARING Away Buyers | Selling Made Simple
I hate to break it to you, but if your leads aren’t buying, the problem isn’t with them . It’s with you . In today’s video, we’re looking at 5 reasons your leads just won’t bite. And 5 things you can do to fix it. Now, one of the most important lessons you’re ever going to learn in this business is the value of self-sufficiency. Best-selling author Nina Purewal told me once… “One of the big things in sales is you can't control how people are going to react to you. You can only control what you put out there.” SP #697 – Let That Sh*t Go And Reduce Your Sales Stress Nina Purewal You’re going to run into a lot of different people over the course of your career. Some of them will be a match. And some of them won’t. But for those that are and still aren’t buying, the problem is you . Agh, hurts doesn’t it? Well don’t worry—there are steps you can take to fix those problems. And that’s what we’re looking at today. 5 reasons people aren’t buying from you and 5 solutions. So let’s start with a big one… 1. They’re Only Halfway There Now, in B2B sales, a lot of the decision making depends on logic. Does this product meet our requirements? Is the price within our budget? Can we implement on our schedule? But if you’re only appealing to the logic side of things, you’re missing out on a super valuable opportunity. Because in reality, most sales actually start with emotion. The buyer makes an emotional commitment to buy first and then justifies with logic. Maybe that emotion is that they want to be respected by their colleagues. Or they’re looking for ways to catch the eye of the C-suite. No matter what they’re after, the emotion, the feel , comes first. And when you appeal to that emotional side,
Sat, April 30, 2022
5 Tips To Become The BEST Salesperson | Selling Made Simple
Don’t know what you’re doing in sales? You’ll be living paycheck to paycheck. Knocking it out of the park? You could earn your first million in just a few years time. So what separates the two? Well, it turns out it’s just five simple strategies. Yep, just five! And those five strategies are exactly what we’re talking about today. Now, maybe my favorite thing about being in the sales industry is your earning potential is directly tied to your abilities. If you rock at what you do, you can literally make millions in this career. But if you’re not so great, well… it can really be tough to make a decent living. If you find yourself in the latter camp, don’t worry—all hope’s not lost. There are some very simple changes you can make to massively boost your chances of success in this industry. And today, we’re talking about five of the best ones I’ve found. So listen up, stay tuned, and get ready to take your selling power to the next level. 1) Have a Simple Sales Process Feeling overwhelmed every day? Lost? Like you’re working your butt off but never really going anywhere? It’s because you don’t have an effective and defined sales process. Now, I’ve covered what a winning sales process looks like in videos before. But just as a quick overview, your sales process should look something like this: A) Understand the Market You’re never going to get anywhere if you don’t understand your buyers and your solution. And that means… Honing your value proposition and tailoring it to your ideal buyer. Understanding your buyer’s journey. And nailing down the numbers. Sales is a numbers game. And the better you are at tracking and playing to those numbers, the more money you’ll stand to make. B) Get in Front of Buyers G
Mon, April 25, 2022
What Is B2B Lead Generation Anyway? | Selling Made Simple
Leads are the lifeblood of any business. And if you’re in sales, bringing them in isn’t just important. It’s your whole job! But what is B2B lead generation and why is it so essential? We’re tackling all that and more today. And be sure to stick around because we’re also going to talk about how you can finally stop chasing those leads and bring them to your door instead. Leads come in, they learn about your products, and you show them why what you have to offer is the perfect solution to their problems. But bringing those leads in is easier said than done. In fact, HubSpot found that a whopping 61% of sales professionals think lead generation is their biggest challenge. Bigger than staying motivated. Bigger than beating out the competition. And bigger even than closing—yep, seriously. What Is B2B Lead Generation? Essentially, B2B lead generation is a business’s ability to identify and attract customers that are a good fit for the products or services. These businesses sell primarily to other businesses rather than consumers—hence the B2B. Qualify Leads One, qualify leads. Because not everyone is going to be a good fit for what you’re selling. And… Drive Action Get those leads to take action and start moving them through the sales process. Now that leads us up to the next question… Where Does Lead Gen Fit in the Sales Funnel? As you might’ve already guessed, lead generation starts at the very tip top of the sales funnel. If you don’t know, the sales funnel looks a bit like this: Prospects move through awareness, discovery, evaluation, and intent before making a p
Sat, April 23, 2022
How To Cold Email Clients (BEST Cold Email Template) | Selling Made Simple
You can’t expect to get far in sales if you aren’t at least a little skilled at crafting cold emails. So, what gets your prospects to click? How do you create subject lines that consistently earn solid open rates? And what do you need to include in your body copy to drive action? That’s exactly what we’re talking about today—how to cold email clients. And along the way, we’ll look at some of the best cold email templates I’ve used with spectacular results. Now, email—it’s how business gets done these days. Of course, cold calling still has a place in any sales rep’s cadences. And social selling is on the up and up, especially if you’re particularly savvy on platforms like LinkedIn. The problem is, effective cold emails are notoriously hard to craft. With the massive amount of junk mail, spam, and otherwise useless crap that fills our inboxes every day, it can be tough to make sure your email stands out from the crowd. So, what does it take to craft cold emails that earn opens and drive action? What does a great cold email look like? And what are some winning templates you can start using today? Don’t worry—we’re covering all this and more right now. 1: Get Their Attention Perhaps the most important step of any cold email outreach campaign is to first get your prospect’s attention with a great subject line. Now, there’s a right way and a wrong way to do this. On the one hand, you can get your market’s attention through gimmicks. Stupid things. Extreme things. These can grab the eye of your buyer. But this tactic comes with the tradeoff of reducing confidence in your abilities as a solution provider—no one wants to buy from a clown. The other technique is to grab attention while still remaining professional. This, of course, takes a bit more tact to pull off correctly. But when done well, it accomplishes the dual effect of bui
Fri, April 22, 2022
The Psychology of the Perfect Cold call | Salesman Podcast
On this episode of the Salesman Podcast, Chris Beall explains the exact process to start a successful cold call and the mindset you need to be in to make it stick. Chris has led software start-ups as a founder or early-stage developer for the last 30 years. He is currently CEO of ConnectAndSell, and hosts a podcast which you can find at MarketDominanceGuys.com. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div style="text-alig
Thu, April 21, 2022
The 4 MOST Important Skills in Sales | Selling Made Simple
Don’t be fooled—excelling in sales isn’t about having the right talents. Instead, it takes work to develop the skills you need to crush it. In this video, I’m taking you through the four most important skills in sales that, once developed, will skyrocket you to an entirely new realm of success. Now before we get started, tell me, does this sound familiar? “He’s a born salesman.” “She’s truly a natural.” “What I wouldn’t give for their talents.” If you’ve been on a sales floor for more than a year, you’ve probably heard one of these phrases uttered around the cubicles. Someone, usually a high performer, makes their job look easy . Hitting their numbers, bringing on new buyers like ants to a picnic. And they rarely, if ever, look like they’re even breaking a sweat. As a result, their colleagues think they’ve got some god-given talent. That they’re a natural sales rep. But the truth is, that’s bullshit . Sure, some people are born with a leg up over others. But to be truly successful in sales, you’ve got to be a master of four skills. And sorry to break it to you, these aren’t skills you’re born with. They’ve got to be developed . The natural-born sales rep myth is a crock. And if you really, I mean really want to push your earning potential, excel professionally, and become the best damn sales rep you can be, then you’ve got to get great at these four sales skills. 1. Understanding the Market You can’t even hope to achieve any sort of sales success without first understanding your market. Who are you selling to? What pain points are they experiencing? And how can you best cater your messaging to start speaking their language? Understanding the market is foundational. And to do it correctly, you need to have a hold on two things in
Tue, April 19, 2022
5 STUPID Sales Questions That COST You Sales | Selling Made Simple
Asking the right questions builds rapport, influences buyers, and seals deals like gangbusters. But asking the wrong questions is sinking your sales numbers like a 20-ton anchor. In this video, we look at five stupid sales questions that are costing you sales and cutting your chances of closing off at the knees. Now, qualifying leads and closing prospects are without a doubt two of the hardest parts of being a sales rep. Do you agree? If so, you’re in good company. HubSpot found that 61% of reps reported lead qualification was their biggest challenge and 36% said it was closing. But part of the difficulty in both cases is not knowing the right questions to ask. Questions let you identify whether your prospect’s problem is one you can solve. They uncover hidden motivations that’ll help you craft a perfect pitch. And they aid in spotting who’s an ideal client and who is going to be a major pain in the ass. But the problem is asking the wrong questions leads to sunk sales. Bad questions make you look like an idiot, a conman, or just a waste of your lead’s time. And even if you have the most groundbreaking, world-shatteringly amazing product in the universe, a single crappy question in your process will leave you struggling to meet your goals every month. But don’t worry, I’m going to help you avoid that completely by pointing out these five worst questions you can ask in sales. Now, I’m also working on a follow-up video where I tackle the five most powerful sales questions successful reps ask buyers. So be sure to subscribe and keep an eye on this channel so you don’t miss it. But for now, let’s get into the bad questions you should avoid asking prospects with every fib
Sat, April 16, 2022
Stop Selling Start Closing | Selling Made Simple
Among all the challenges sales reps face day in and day out, closing is often said to be the hardest to manage. And it’s true—being an effective closer is key to killing it in this industry. But there’s more to closing than most reps think. And there are ways to make closing easier, more effective, and less of a stressful debacle. Today we’re covering how to stop selling and start closing . It’s just one more invaluable sales skill that, once mastered, will secure your success throughout your entire career. Now, let’s get real here. For a lot of reps, asking for the sale sucks . Most Sellers Hate Closing Think about it for a sec—how do you feel about it? If you’re like nearly forty percent of reps out there, it’s probably the hardest part of your job. The stress, the awkwardness, the potential for weeks of work going down the drain if you’re hit with a “No.” Ugh. But the problem is a lot of reps go about this stage all wrong. They try to close on leads at the end of the sales process rather than throughout it. They’re trying to say all the magic words to get their buyer onboard without checking in at each stage of their journey. They’re selling when they should be closing . And closing continuously . Now don’t worry—if this is all sounding a bit out-there and you aren’t sure what this looks like in practice, I’ve got your back. This blog dives into exactly how to start continuously closing in the real world. Before we get into the how of continuously closing, let’s first look at the why . Why should you switch up your closing process at all? Well, there are three reasons in particular. First… A) It Keeps Everyone on Track There’s often a disconnect between buyers and sellers on exactly where they’re at in the sales process. Are they highly motivat
Thu, April 14, 2022
How To Convince A Someone To Buy From You | Selling Made Simple
As a sales rep, it’s your job to convince the buyer that you’ve got the solution to their problems. But how exactly do you get a sales lead from the point of zero product awareness to enthusiastic buyer? Today we’re talking about perhaps the most foundational of all sales techniques—how to convince a customer to buy from you. And stay tuned. We have a lot more to talk about than you might think! Selling Mind Control The crooked smile. The slicked-back hair. The patchy sports coat. We’ve all seen the old caricature of a sales rep before. You know the type—the one who’d step over their own mother just to close a deal. They’re one part charmer and two parts swindler. But we in the sales industry know that grifting a lead into buying a shoddy product is worse than just bad business. It poisons your reputation. Kills any chance at repeat customers. And decimates your earning potential. Instead, a truly successful sales rep knows value-based selling is the way to go. This form of selling prioritizes the buyer's needs. And instead of pitching them on a product at every stage of the buyer’s journey, this type of rep does their best to offer value stage by stage. They assess the situation, identify the problem, determine if they have a solution, and then (and only then) will they start closing the deal. But even after picking out the perfect solution, they still need to convince the buyer they have exactly what they’ve been looking for. Now, there are plenty of ways to approach this pivotal moment, the pitch. Some dig deep into emotions, others focus purely on logic. But over my career, I’ve found that a mix of the two is by far the most effective. Today, I’m showing you my proven four-step process for convincing customers to buy from you. And with it, you’ll be able to turn even the toughest sells into enthusiastic brand evangelists in no time flat. Ready? Let’s do thi
Tue, April 12, 2022
5 Most Powerful Sales Questions Ever | Selling Made Simple
Communication—it’s a delicate art when talking with potential buyers. Ask the right questions, you’re driving enthusiasm and closing successfully. But ask the wrong ones and you’re sabotaging deals and looking like a fool doing it. That’s why in this video, we’re covering the 5 most powerful sales questions. From discovery calls a d demos to closing like a champ, these questions are guaranteed to skyrocket your numbers and catapult you well past your quotas. Best Selling Questions, Ever Now before we get started, think about it for a sec—are you asking prospects the right questions? I’m not just talking about when you first connect or on discovery calls here. But instead, the right questions throughout the entire sales process. See, asking bad questions sinks sales. It makes you look like an idiot. It scares off picture-perfect buyers. And it leaves leads thinking, “Why would I ever want to work with that guy?” Now, I covered the top five sales-sinking questions in a previous video. And if you haven’t already seen it, go give it a look when you finish this video. But what are the good questions? The ones that dig into the heart of your buyer’s pain points? That uncover the real problems they’re facing? That are built to quickly qualify prospects while driving enthusiasm, building rapport, and nudging the right leads ever closer to saying “YES!”? That’s exactly what I’m covering in today’s video. So if you’re ready to start asking the right questions throughout your sales process, let’s jump right in. Now, first up, like I said, is perhaps the most powerful sales question you can ever learn. And you’ll be surprised at just how simple it is. 1) “Does It Make Sense to…?” That’s it? That’s it! “Does it make sense to…?” This questions is straight out of the Closing Framework from inside <a href="https://sales
Sat, April 09, 2022
6 Things Rich People Buy That The Poor Don’t
We’ve all seen the glamorous toys rich people buy—the luxury cars, the decked-out jewelry, the quintuple decker yachts. But what about the things rich people buy to grow their wealth? To become richer ? That’s what we’re looking at today—the top 6 things rich people buy that poor people don’t. And if you’re looking for a way to invest in yourself , you’d better stick around. Get Rich Quick? Wealth is a funny thing. Some people are born into it. Others fall ass-backward into millions. And some people, on paper, look like they should be rich someday… but end up paupered, penniless, and pissed at the world around them. Making and spending money wisely is tricky. And a misunderstanding about what you should and shouldn’t be buying to grow your wealth is one of the biggest differences between the rich and the poor. Which investments pay off? What purchases lay the groundwork for future success? And how can you tell the difference between an asset that expands your financial empire and one that brings it crashing down? These aren’t easy questions. Hell, if they were, everyone would be rolling in dough. But today, we’re pulling back the curtain and looking at six things in particular rich people buy and poor people don’t. From physical items to organizations and yep, even ideas , we’re tackling it all. Now, let’s give it a look. 1: Training The best asset you’ll ever have is your own abilities. And the more you invest in bettering yourself—we’re talking mind, body, and spirit here—the better earning potential you’ll have. Reading and consuming valuable, educational material is key here. The most successful people, for example, consume books and audiobooks ravenously. And if you’re not reading at least 10 pages a day, sorry to say it, you’re simply not doing enough. But books and written conten
Fri, April 08, 2022
Turn Your Customers into Lifelong Fans | Salesman Podcast
On this episode of the Salesman Podcast, Jon Picoult explains how to turn your customers into raving, lifelong fans and what effect this has on the number of deals you'll close this year. Jon is the founder of Watermark Consulting and author of “From Impressed To Obsessed”. Coming soon. .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment Featured on this episode: Host - Will Barron Founder of Salesman.org Guest - Jon Picoult Author: From Impressed To Obsessed Transcript: Coming soon. The post Turn Your Customers into Lifelong Fans appeared first on <a href="https://salesman.
Thu, April 07, 2022
15 Signs You’re Going To Be Successful In Business
Success isn’t fated. It’s forged . You just have to have the right qualities to make that success a reality. Using data from more than 10,000 participants who’ve taken our SalesCode assessment, this video covers 15 traits of particularly high performers. And best of all, you can cultivate and develop each of these traits yourself. Are you built to win? We first created the SalesCode assessment as a learning tool for future-minded reps. What were their strengths? Where could they use some improvement? And what did they need to focus on to take their sales skills to the next level? Since its initial launch, more than 10,000 sales professionals have completed the assessment. And while it’s definitely served its original purpose, this enormous chunk of data also opened up the door to something unexpected. With it, we could actually identify the key traits that high performers had in common. Now, there were some outliers of course. But in general, the best of the best outperformed the average rabble on each of these 15 traits. And these weren’t “born with it or without it traits” either. They were skills, mindsets, and processes that anyone could cultivate. From the awkward first-year intern to the seasoned professional looking to climb the corporate ladder. So today, I thought I’d share those 15 traits we discovered after analyzing our SalesCode assessment data. And hopefully, doing so will give you a clearer roadmap to which skills you can cultivate to boost your sales success. Sound good? Let’s jump in. I’ve organized the 15 qualities into 3 distinct trait types—beliefs, actions, and sales skills. And the first trait type we’re talking about is… A) Beliefs Beliefs. These are the ideas and qualities that underpin everything these individuals do, how they look at the world ( and thems
Tue, April 05, 2022
How To Get A Sales Job (With No Experience)
If you have a good handle on what you’re doing, sales can end up being an incredibly lucrative career. But how do you get started? How do you get your foot in the door? What a lot of people don’t know is that you don’t have to have direct sales experience to land a quality sales rep position. All you have to do is follow the four tips in this video on how to get a sales job with zero experience under your belt. Your Dream Sales Job You need to master a lot of different skills to excel at sales. On the technical side of things, managing a wide range of sales enablement technologies is key to closing more deals in less time. CRMs, prospecting tools, video conferencing and demo software—these are all par for the course in lots of sales positions. But the technical stuff can all be learned on the job. The other skills, the soft skills, the people skills, and the self-discipline—these are the real underpinnings of sales success. And if you can cultivate these skills before landing your first sales role, you’re going to move up the ladder and boost your earning potential much quicker. Best of all, you don’t have to have a background in sales to get into the industry. All you need is a bit of tenacity, some hard work, and a strategic approach to impressing employers. In this video, I’m pointing out four ways you can get your foot in the sales door without having any experience in the biz. This video is meant specifically for newcomers to the field. But even seasoned reps can apply these principles (especially numbers three and four) in order to advance their careers even further. Alright, enough chit-chat. Let’s dive into the four tips. 1: Show How Your Existing Skills Are Applicable First up is showing how your existing skills are applicable. No one is a completely blank slate. And you might be surprised just
Mon, April 04, 2022
Say Less And Get More From A Sales Pitch | Salesman Podcast
On this episode of the Salesman Podcast, Brant Pinvidic explains how to structure the first 3 minutes of your sales presentation so you can say less and get more from your sales pitch. Brant has over 20 years of experience in creating, and directing TV shows and movies. In this time Brant has developed some of the most advanced pitch and presentation techniques that he now teaches to people from all walks of life. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div style="te
Fri, April 01, 2022
Stop Persuading And Win More Sales | Salesman Podcast
On this episode of the Salesman Podcast, Andy Paul explains why you should stop trying to trick your prospects and why you should focus on winning more sales. Andy is the host of the “Sales Enablement with Andy Paul” podcast and author of “Sell Without Selling Out: A Guide to Success on Your Own Terms”. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take t
Wed, March 30, 2022
How To Sell Like A Copywriter | Salesman Podcast
On this episode of the Salesman Podcast, Andrew Bolton explains what a copywriter is and how the art of copywriting can make you a much better seller. Andrew has been a copywriter for 12 years. He’s worked with some big brands and plenty of tiny ones too. He teaches copywriting on the Creative Advertising & Creative Writing courses at the University of Lincoln and is the author of bestselling book ‘Copywriting Is: 30-or-so thoughts on thinking like a copywriter’. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div style="fill: #FFFFFF; color: #FFFFFF; background-color: #F98181; padding: 4px 2px 4px 2px; width: 200px; border-radius: 6px; margi
Tue, March 29, 2022
The Perfect Elevator Pitch – Best Examples and Templates
Selling is all about communicating value. And if you can’t communicate your product’s value, your potential buyers sure as hell aren’t going to be itching to work with you. Mastering an elevator pitch is one of the most effective ways to quickly and effectively pique your prospect’s interest and set the foundation for a successful sale. And crafting your elevator pitch is exactly what we’re talking about today. The Pitch More than most professions, sales reps know that time is precious. And everyone—whether it’s a secretary, executive, career buyer, or even coffee deliverer— everyone takes how they spend their time seriously. If you’ve ever cold-called, you know what I’m talking about. Have you ever been through a morning of cold calling where you haven’t been hung up on? Someone who doesn’t see the value of your pitch won’t even waste their time letting you finish. Now for sales, that presents a bit of a conundrum. How the heck do you communicate your product or service’s value with such a small sliver of your prospect’s time? That’s where the elevator pitch comes in. The elevator pitch is meant to quickly and effectively tell your prospects what it is you do and how you solve their problems. But a well-crafted elevator pitch isn’t just helpful when you’re stuck in a room with someone for 20 or 30 seconds. It can also boost your cold-calling success rates, refine your messaging for follow-up emails and meetings, or even inform your final pitch strategy when it comes time to close. So, what does a great elevator pitch look like? Well, let’s jump in and see. 1: The Clean Open Now, the very first step of an elevator pitch is to map out your opening. This step is all about being clear and straight to the point. So be sure to cut the crap, nix the industry jargon, and toss aside any and all buzzwords here. Essentially, you want to cr
Mon, March 28, 2022
Q/A - Best cold prospecting tools? Nervous on cold calls? Video emails?
Questions asked: Should I join a company as an inbound SDR? They say I can make it to AE within 6 months if I hit my quota of 5 meetings booked a week. How do I get over being nervous on cold calls? I come across as anxious and I think that is being passed onto the person who I'm calling. I'm using the same script as everyone else but not getting good results. I need to decide between a series of prospecting tools I've been trialing. I know you've promoted Lusha and Uplead but I also trialed Seamless and Apollo. In your experience which one is more worth it? Looking to get 100+ leads a day. I've an interview coming up and I've been told there will be questions about time management. How do I answer these questions? I want to join Selling Made Simple Academy. Why do I have to book a call? Can I not just sign up? Have you/your team tried using video calls in cold emails ? Do they help improve response rate like they claim? What was the biggest sales commission deal that you got? Thanks for all the content! I'm starting a new sales job tomorrow. Any tips? The post Q/A – Best cold prospecting tools? Nervous on cold calls? Video emails? appeared first on Salesman.com .
Fri, March 25, 2022
Get Your Sales Emails Opened, Read And Answered | Salesman Podcast
Kim Arnold is a communication consultant, author and helps organisations avoid the wasted time and effort associated with poor communication. Her bestselling book, ‘Email Attraction’ has been featured in Forbes, the Financial Times and on BBC Radio. In this episode of The Salesman Podcast, Kim shares insights into how the top salespeople get their emails opened, read, and answered. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind.
Thu, March 24, 2022
How To Run A Discovery Call Or Strategy Session
So many sales reps today underutilize the power of the well-run discovery call. With the right discovery call framework, you can qualify your leads, gather invaluable intel, and position yourself as a trustworthy authority—all in a single phone call. Today I’m showing you how to structure your discovery calls so you can reap all these benefits and more. Trust me, you won’t want to miss this proven 8-step framework. Because it’s going to save you tons of time and make your sales job infinitely easier. The Perfect Discovery Call How many times have you spent hours, days, or even weeks of hard work with a potential buyer, only to find out they were never a fit for your product in the first place? Don’t worry, you aren’t alone. As much as 67% of lost sales are the result of sales reps not properly qualifying their leads. And more than a third of reps just like you say qualifying and prospecting were the biggest challenges of their roles. In fact, I brought up this problem in particular in a recent interview. “If you are sick of being rejected, if you're sick of people ghosting you, if you're sick of people not replying to your messages, improve your qualification at the top of the sales process, and you'll eliminate a lot of that at the far end of it.” Will Barron, SS #019 Qualification matters. When you do it right, you’re saving yourself tons of headaches, hassles, and lost time down the road. And the discovery call is without a doubt the best opportunity to qualify leads. Over the years, I’ve developed an 8-point framework for running strategic discovery calls with my potential clients. And that’s exactly what I’m sharing with you today. Plus, I’m covering very specific questions along the way that you should ask prospects that cover each issue without scaring them off. Ready to go? Let’s get into it. To get the m
Wed, March 23, 2022
The Most Dangerous Threat To Your Sales Success | Salesman Podcast
Len Herstein is a Keynote Speaker, Author, Marketing Strategist and a Reserve Sheriff's Deputy. In this episode of The Salesman Podcast, Len taps into his brand marketing and law enforcement experience to reveal the most dangerous threat to your sales success. He also shares strategies to help you achieve, cherish, and protect success in both life and business You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div style="text-align:center;color:white;font-size:16px;font-weight:
Tue, March 22, 2022
The 3 Best Habits Of Rich People
Do you want to be rich someday? Of course you do. Who doesn’t? But if you’re in sales, you’re in a particularly great position to grow your wealth—if you play your cards right, that is. More on that in a few minutes. In this post, I’m revealing the 3 best habits of rich people. Habits that you can learn for yourself. And habits that will put you well on your way to true financial freedom. Rich habits One of the hardest pills to swallow about success is that it isn’t quick. Striking it rich betting on the newest cryptocurrency? Winning the lotto? These cases are rare. And the majority of the wealthy built their fortunes over time. Lots of time. The difference between those who become rich and those who don’t is how they spend that time. Because in reality, that’s the only thing anyone has real control over. Now, we’d like to think we’re in control of what we do each day. And think about it—don’t you feel that way? Like you’re in the driver’s seat? But in fact, we’re actually slaves to one thing that rules us all… our habits . Our habits control how we spend our days. They dictate our feelings. Our motivations. Our productivity. Do we work towards building a brighter future? Or do we put off tasks and give in to that warm call of the couch instead? Over time, these daily accomplishments (controlled by our habits) build on each other to determine our future. Indy 500 and Formula 1 Legend Derek Daly said it best when he told me, “ You will not decide your future. You'll decide your habits. And your habits will then in turn, decide your future. Are your habits aligned with your own personal goals or stretch goals?” But there’s a problem here. We tend to forget what we’ve done in the past. So we end up not tying that past effort to the present, to what we’re achieving today. Think of it like this: <img loading="lazy" decoding="
Mon, March 21, 2022
Want To Smash Quota? Become A Hybrid Seller | Salesman Podcast
Fred Copestake is the Founder of Brindis and author of ‘Selling Through Partnering Skills' & ‘Hybrid Selling'. In today’s episode of The Salesman Podcast, Fred shares strategies around how you can smash your sales quota and unleash your full potential by becoming a hybrid seller. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment
Fri, March 18, 2022
Conquer Your Money Shame... And Make Way More Of It | Salesman Podcast
Bob Wheeler is a Financial Expert, Motivator, Author of The Money Nerve: Navigating the Emotions of Money. In this episode of The Salesman Podcast, Bob offers a simple and effective framework for creating a healthy relationship with money and explains how emotions trigger our financial decisions. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div style="text-align:center;color:white;font-si
Thu, March 17, 2022
The Psychology of Selling: 5 Steps to Selling that Actually Work
One of the most impactful realizations I made early on in sales is that closing deals isn’t just about the numbers. You also need to tap into the psychology of your prospect and get buy-in on a fundamental, biological level. That’s why today we’re looking at the psychology of selling—5 steps to selling that actually work. You’re going to love seeing your close rates skyrocket after incorporating these steps into your pitch. The Numbers Objection How many times during a sales call have you heard, “Let me check the numbers and get back to you.” Or “The numbers just don’t work on our end.” Numbers, numbers, numbers—most reps think closing sales in the B2B biz all comes down to the numbers. Does your product make logical sense for the buyer? What a lot of sales professionals miss out on though is the emotional aspect of a deal. Sure, there’s still a big place for logic in sales. But when it comes down to it, we make decisions based on emotions. President and CEO of Whetstone Adrian Davis broke it down for me like this in our interview: “Fundamentally, we make decisions emotionally, and if all we're doing is spouting features and benefits, we're really engaging the logical part of the brain. The logical part of the brain does not make decisions. It analyses and captures information to weigh pros and cons, but decisions are made emotionally” The question is, how can you appeal to the psychology of your buyer to better sell your product? What tactics can you leverage to boost your selling power tenfold? And what framework can you use to consistently and effectively tap into the psychology of sales? That’s exactly what I’m covering today. This five-step method is based on the Storytelling Framework from inside the Selling Made Simple Academy, but more on that in a sec. Right now, let’s jump into the steps. 1: Help Your Buyer Understand Their Current Reality<
Wed, March 16, 2022
Why "Covert Contracts" Kill Your Sales | Salesman Podcast
In this episode of the Salesman Podcast, Dr. Robert Glover explains what a covert contract is and why “nice guy syndrome” is killing your ability to get deals done. Robert, an entrepreneur, writer, coach, public speaker and the author of three bestselling books. He is also recognized as the leading authority on tackling the “Nice Guy Syndrome”. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div style="text-align:center;color:whi
Tue, March 15, 2022
The ONLY Sales Strategy You Need to Know
The absolute best way to excel in sales is by following a proven system that delivers consistently great results. And today, I’m breaking down the ONLY sales system you need to know to be a roaring success in this industry. In fact, it’s the same system we’ve used to help well over 2,000 sales professionals maximize their on-the-job effectiveness, blow past their previous income goals, and achieve real, lasting sales success. The System Let’s start with a question… When’s the last time you were sitting at your desk, wondering “What do I do now?” Now don’t misunderstand me here—sales is busy. Busy as all hell in fact. You’ve got product demos, client questions, cold outreach, quotas —and on top of it all, a sales manager breathing down your neck. But all this stress and business, it doesn’t really mean you’re productive . You feel busy, sure. But when people don’t have a proven sales system to follow, they tend to… flail. Less gets done around the office. Opportunities go overlooked. And unmet quotas fly by month after month with little improvement. You’re still stressed, of course. But even still, you aren’t able to make any real, lasting progress. And those feelings of stagnation, of plateauing, are the first signs of burnout. Mental health advocate and Founder of UNCrushed Time Clarke once told me in an interview, “I do research around a survey with B2B sales professionals, and of those, 67% of the respondents strongly agreed that they are currently close to burnout or experiencing burnout.” 67% of sales reps feel this way! And the problem in most cases is not having a cohesive system for driving consistent results and becoming a better, more effective salesperson. It’s this problem in particular that we’ve solved for over 2,000 reps with our Selling Made Simple system. And it’s this proven system I’m covering in this video. Now, let’s get into th
S745 E745 · Mon, March 14, 2022
You're Doing Sales Qualification Wrong... | Salesman Podcast
In this episode of the Salesman Podcast, Andy Whyte explains what salespeople commonly get wrong about sales qualification. Andy is the founder of MEDDICC.com and the author of “MEDDICC’ the book. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment <img
Fri, March 11, 2022
How To Cold Call Successfully In 2022 | Salesman Podcast
Josh Braun helps salespeople book more meetings and reduce the chance of getting ghosted without them having to sell their soul. In this episode of the Salesman Podcast, Josh Braun explains his simple step-by-step framework for successful cold calling and rejection minimization. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment <
Thu, March 10, 2022
Why People Buy – The 5 Levels Of Value
Do you know why your prospects buy? In this post I’m going to explain why your prospects buy products by sharing the 5 step value ladder. The Value Ladder There are only 5 levels of value that you can offer a potential customer. When you offer your customers levels 1,2 or 3 of value you are replaceable. They do not care about you. Your customers will screw you over whenever they can. At levels 4 and 5 of the value ladder however, which I’ll show you in a minute, your prospects will be begging you to work with them. At level 5 the customer will give you every single penny they have, to keep doing business with you. They will beg you for your product! So would you like to be in the position of having your customers begging to give you money, rather than you begging them? Then let's start at level 1 on the value ladder. Level 1 – Meet specifications The first level on the value ladder is when you meet the specifications laid out by your prospect. This is where a prospect is looking for X feature and by chance your product happens to have this feature. Unfortunately, there is nothing to differentiate you from your competition at this level and so wining this type of business comes down to dumb luck most of the time. Trying to hit a sales target when you’re only providing level 1 value is like putting the lottery on and then standing outside their offices, with your hand out, hoping that you win the jackpot. So let's move up the value ladder, to level two. Level two is where you provide a good product to the customer. Level 2 – Good product This is the level of value that everyone thinks they’re sat at. Everyone thinks that their products are great but, in most markets, again everyone’s products are pretty good and so there is very little differentiation. And so again… winning business here usually comes down to dumb luck and the ability to follow up with a pros
Wed, March 09, 2022
Successful Cold Email Trends for 2022 | Salesman Podcast
Jason Bay is the Chief Prospecting Officer at Blissful Prospecting. He’s on a mission to help reps and sales teams turn complete strangers into paying customers. In this episode of the Salesman Podcast, Jason explains what is and what isn’t working in the world of cold email sales outreach in 2022. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment
Tue, March 08, 2022
Exactly How to Overcome Sales Rejection
In sales, facing rejection is part of the game. But just because rejection is a given for salespeople, it doesn’t mean you have to let it drag you down. In this post, I’m sharing 5 ways to overcome rejection that’ll put you in the right mindset to pick yourself up, and put yourself on the path towards blowing past your sales goals. Sales rejection hurts Now, if you’re in any kind of sales role, you know how it feels to be rejected by a prospect It’s happened to me. It’s happened to you. It’s happened to the greats like Ogilvy, Ziglar, Carnegie, even that guy from the ShamWow commercials. Is that surprising? It shouldn’t be. The point is this—even if you’re selling the most amazing, mind-blowing, revolutionary product on the market today, some of your prospects will say “no” when you call or email them. sno . And when that happens, it can be demoralizing. It can sap your motivation to keep making calls. It can throw you off your trajectory towards hitting your goals. And it can ravage the sense of fulfillment you get from connecting people with a product you truly believe in. But the motivation, the drive, the purpose—it can all be restored when you reframe rejection with the five concepts I’m going to share with you in this video. And these aren’t “hacks” or “quick wins” or any other (frankly bullshit) jargon terms. There is no quick fix for this kind of stuff. BUT if you want to take this given of sales and turn it on its head, you can start by internalizing these 5 concepts about rejection. 1: The Prospect Isn’t Rejecting YOU The concept that the prospect isn’t rejecting you personally. They’re rejecting your pitch, product or timing. There’s a reason we started with this one. Because honestly, this is the concept you’re going to easily improve the most from. Concept #4 is similar but more on that
Mon, March 07, 2022
How To Prioritize Your Time And Become Effective | Salesman Podcast
Geoff Woods is the Co-Founder & President of ProduKtive, the training company behind The ONE Thing and the host of The ONE Thing podcast. In this episode of the Salesman Podcast, Geoff explains what it means to actually be productive and how we do more of it. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment <img decoding="async"
Sun, March 06, 2022
Instantly Improve Your Relationship With Money | Salesman Podcast
Brad Klontz is an expert in financial psychology, financial planning and applied behavioural finance. He’s also the author of “Money Mammoth- harness The Power of Financial Psychology to Evolve Your Money Mindset, Avoid Extinction, and Crush Your Financial Goals” In this episode of the Salesman Podcast, Brad explains why we all have weird beliefs around money, why this holds us back, and how to break through and improve our relationship with money. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div style="fill: #FFFFFF; color: #FFFFFF; background-color: #F98181; padding: 4px 2px 4px 2px; width: 200px; border-radius: 6px; margin-top: 15px;
Sat, March 05, 2022
The 4-Step Process to Influencing Buying Decisions | Salesman Podcast
Andres Lares is the managing partner at Shapiro Negotiations Institute and the author of Persuade – the 4-step Process to Influence People and Decisions . In this episode of the Salesman Podcast, Andres explains his 4-step process to influencing your prospect’s buying decisions. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div style="text-align:center;color:white;font-size:16px;font-weight
Wed, March 02, 2022
Will You Make It? The Characteristics Of Sales High Performers | Salesman Podcast
Jeff Bajorek is a sales and prospecting expert who helps B2B sellers rethink the way they sell. In this episode of the Salesman Podcast, Jeff explains the traits of high performers and how you can become one today. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment <img decoding="async" src="https://salesman.com/wp-content/uploads
Tue, March 01, 2022
A Dating Coaches Guide To Extreme Sales Confidence | Salesman Podcast
Tripp Kramer is an author, podcast host, and the owner of Tripp Advice, where he helps shy men from around the world excel in their love lives by showing them how to develop solid-steel confidence. In this episode of the Salesman Podcast, Trip shares how salespeople can beat rejection and implement a state of unshakable sales confidence. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free ass
Tue, February 15, 2022
Digital Sales Rooms: The Future Of B2B Sales? | Salesman Podcast
George Donovan is the Chief Revenue Officer of Allego, where he’s responsible for achieving the company’s customer acquisition and sales goals. In this episode of the Salesman Podcast, George explains what “digital sales rooms” are and how B2B salespeople can use them to influence their buyers' journeys. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment </
Sat, February 12, 2022
Using Strategy Rather Than Hustle To Win More Sales | Salesman Podcast
Troy Sandidge is an award-winning marketing strategist, the host of the iDigress podcast, and the author of Strategize Up: The Simplified Blueprint to Scaling Your Business. In this episode of the Salesman Podcast, Troy explains the power of leveraging strategy to win more business and build a bigger life. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div style="text-align:center;co
Thu, February 10, 2022
From Sales Trainer To Crypto Billionaire… Kinda
On this week in sales we’ll be looking at – The crypto BILLIONAIRE I inadvertently had on the Salesman Podcast… New LinkedIn Sales Navigator updates The labor shortage You'll learn: SALES NEWS : Alleged crypto launderer Heather Morgan led a second life as the world's worst rapper Earlier today, the Department of Justice announced the arrest of Ilya Lichtenstein and Heather Morgan, who allegedly attempted to launder more than 25,000 Bitcoins that were stolen as part of the 2016 hack of Hong Kong-based cryptocurrency exchange Bitfinex. What was unclear to us at the time was that an even greater crime had played out across Morgan's social media pages: her rap career. Heather previously ran https://www.salesfolk.com/ where she helped B2B sales professionals write better outreach emails. https://www.yahoo.com/lifestyle/razzlekhan-rap-cryptocurrency-012307238.html LinkedIn Rolls Out Sales Navigator Search & CRM Card Updates LinkedIn Sales Solutions announced a slate of updates to the Sales Navigator platform today, including improvements to the Search experience, CRM integrations, and new homepage optimizations. The first update comes in the form of better visualization in the Search experience. Enhanced CRM cards is another update to the CRM integration. These enhanced CRM cards are added to Account Pages and Contact pages, minimizing the need to toggle between platforms. With the Priority Accounts section, you are able to upload accounts th
Wed, February 09, 2022
Q/A: 50% Quota Increases? Best Way To Prepare For A Sales Interview?
You'll learn: The post Q/A: 50% Quota Increases? Best Way To Prepare For A Sales Interview? appeared first on Salesman.com .
Tue, February 08, 2022
Why We'll Always Need Sales People | Salesman Podcast
Roland T. Rust is a distinguished University Professor, David Bruce Smith Chair in Marketing, and author of The Feelings Economy: How Artificial Intelligence Is Creating the Era of Empathy. In this episode of the Salesman Podcast, Roland explains what the “feelings economy” is and why more artificial intelligence might be a good thing for sales professionals whilst it wrecks other industries. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div style="fill: #FFFFFF; color: #FFFFFF; background-color: #F98181; padding: 4px 2px 4px 2px; width: 200px; border-radius: 6px; margin-top: 15px; mar
Tue, February 01, 2022
How To Listen (And Instantly Improve Your Sales Prospecting) | Salesman Podcast
Michael Reddington is a certified forensic interviewer and the president of InQuasive Inc., where he uses his background in forensics and understanding of human behavior to teach businesses how to use the truth to their advantage. On this episode of the Salesman Podcast, Michael explains the 6-levels of listening and how they’ll improve your prospecting, discovery and sales calls. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div
Fri, January 21, 2022
Master The Upsell With This Proven Product Upselling Framework
Quick—what part of your job do you enjoy the least ? If you’re like most salespeople, you probably said prospecting. All the cold emails, the endless follow-ups, the calling, and the relentless slog of “no” after “no.” While there’s a time and a place for prospecting, if you’ve already got a long list of current clients, you may be wasting your time on finding new ones. Why? Because you can upsell your current clients to a premium product more easily than you can bring on new customers. And when you do so, you can drive more revenue, greater client loyalty, and higher commissions than going the old prospecting route. This guide shows you how to upsell like a pro. Inside, we’ll look at the massive benefits of upselling as well as The Proven Product Upselling Framework that takes all the “huh?” out of this underutilized sales strategy. What Is Upselling? Upsell Definition : To effectively encourage current clients to purchase a more expensive, upgraded, or superior version of the product they have now. Simple, right? When you convince your current clients to purchase a newer version, you’re offering an upsell, meaning a better version than what they’re using today. This, of course, deviates from the normal routes of prospecting (i.e., attracting new customers) because it focuses on your existing customers. Some examples of upsells include: Higher tier membership offering better support Different models with added features Premium packages with more products included Added product warranties Increased personalization Upselling vs. Cross-Selling Upselling is often confused or conflated with cross-selling. But in fact, the two are slightly different. Let’s take a look at the definition of cross-selling to see how. <
Thu, January 20, 2022
Practicing Your Sales With AI? Upselling? And More!
On this week in sales we’ll be looking at; AI on video calls, revenue operation platforms, answering your questions and much more! You'll learn: SALES NEWS : ZoomInfo Expands Global Operations in London ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced it has expanded its global operations in London and named Simon McDougall as its first Chief Compliance Officer. “In Q3 2021, the international business at ZoomInfo grew over 80% year over year while our investment in our data assets outside of North America also nearly doubled throughout the year. We’re now in an even better position to build on our momentum there,” said ZoomInfo Founder and CEO Henry Schuck. https://www.marketscreener.com/quote/stock/ZOOMINFO-TECHNOLOGIES-INC-107772705/news/ZoomInfo-Expands-Global-Operations-in-London-37586238/ Zoom's venture fund invests in conversational AI platform Second Nature, announced a $12.5 million round of investment to build out their conversational artificial intelligence service. Second Nature's platform uses conversational AI to coach a salesperson and improve selling skills as well as product knowledge. A salesperson in training runs through a simulated sales call with Jenny serving as the customer. The video conversation is recorded and each trainee gets a score on his or her performance with advice on how to improve various elements of the pitch. The Second Nature training platform combines sales training and product marketing education in one place. <a href="https://www.techrepu
Thu, January 20, 2022
The Art and Science of Creating Good Luck In Sales | Salesman Podcast
Is it possible to create luck in life and in business? On this episode of the Salesman Podcast, Dr. Christian Busch explains what luck is and how salespeople can generate more of it in their selling endeavors. Dr. Busch is the author of The Serendipity Mindset and one of the world’s leading experts on innovation, purpose-driven leadership, and cultivating serendipity. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. <div style="text-align:center;color:white;font-size:16px;fon
Tue, January 18, 2022
Objection Handling Made Simple: The Proven 3-Step Framework
Few things are more infuriating than having a product you know is perfect for a buyer, but continually getting shut down, time and time again. “We don’t have the budget.” “We’re happy with what we have now.” “I don’t see the value in what you’re offering.” These are sales objections. And they are usually the biggest hurdle to you closing the sale. But when addressed the right way, they can build rapport, provide valuable buyer insights, and (of course) lead to a serious sales win. In this guide, we’re going to cover the most effective method I’ve found for objection handling. Once you’ve engrained this simple framework into your processes, you’ll be turning doomed deals into sign-on successes in no time. Plus, we’re also going to look at some of the most common sales objections you’re likely to face and how to respond to them using the framework. Sound good? Then let’s go. What Is Objection Handling? We’ve all been hit with the “no” bomb when talking with a prospect. Unfortunately, in our industry, it’s inevitable. There will always be prospect's concerns that need to be overcome. But getting a negative response doesn’t necessarily mean the deal’s dead in the water. Buyers are people. And when people are unsure about making a change (e.g., buying your product), they’ll throw out excuses for not doing it. In the sales world, these are called sales objections. Now, some of the excuses given to sales reps are legitimate, to be sure. Others are just knee-jerk reactions. But no matter what type of excuse you’re dealing with, you can, in fact, handle sales objections in a way that still leads to closing the deal. Objection handling, then, is how you address those sales objections to continue to move the buyer through the sales process
Mon, January 17, 2022
How We’re Making Outbound Selling Simple In 2022
In this short podcast episode I explain what we did right and wrong in 2021. Then we get into what we've got in store across 2022 as we look to expand our sales training platform. The post How We’re Making Outbound Selling Simple In 2022 appeared first on Salesman.com .
Fri, December 31, 2021
8 Sales Closing Questions and Statements That Actually Work
It's happening again. Your prospect is postponing the deal. However, they seemed interested during the demo and were enthusiastic about your product, so why don't they sign the contract? Closing deals is one of the more nerve-wracking aspects of being a sales professional. There's always a chance your deal won't pan out. Anything can go wrong. However, staying silent isn't an option. You need to ask for the sale . Wrap up your closing process by asking closing questions and statements that make the deal final. Before Sales Closing Lines and Questions Come Transition Statements Your closing question or sentence goes beyond words. Your body language, tone, voice, and the quality of your offering also come into play. Most sales professionals forego these transition statements and their prospects feel like they're getting beaten over the head with an aggresive close. But instead of going headfirst into the closing conversation, you should use a sales transition statement that sets the stage for your close. Here are my top eight sales transition statements: “Let's reiterate what you've told me so far.” (Recap your prospect's pain points, budget, and ideal timeframe for purchase. Then position your product as the perfect solution to their problems.) “Let's go over the details. “ “I don't want your company to lose ( negative consequence ) simply because they didn't have the right solution and place. Do you want to take immediate steps to stop this from happening?” “Based on our conversation, it seems like ( your product ) is a good fit for ( prospect's company ). What do you think? “Are you ready to move forward? I can send over the contract right away. “ “And if we implement by ( date ), I think you can start seeing ROI by ( date ). This means we need to close sales by ( date ). Is that enough time for you to make a decision?” “So what happens next? “ “Based on your requirements and preferences, I think these two products would be an excellent fit for ( prospect's company ). Would you like to go with ( Product X ) or ( Product Y )? Notice how none of the statements are aggressive and make the prospect uncomfortable. Use any of the above statements to transition your conversation to a closing conversation without sounding salesy . These statements set you up in a position of a trusted advisor and must come before any closing scripts. Now that you know how to set the stage, let's discuss some of my favorite actionable closing questions and closing statements. 8 Best Sales Closing Questions and Statements to Close More Deals If you've ever wondered what questions to ask when <a href="https://salesman.com
Thu, December 30, 2021
The Best Way to Answer ‘Sell Me This Pen’ in an Interview
“Sell me this pen, “says the interviewer. Sitting for your sales job interview, the question isn't unexpected. You knew the interview was likely to ask it, but the question is how to tackle it in a way that gets you the job. What's the right approach? “It's a matter of supply and demand” was The Wolf of the Wall Street sell me this pen answer. It's clever, but not perfect. In fact, the real-life Jordan Bellfort (you know, the person on whose life the movie is based off) had a very different answer: “ The real answer is, before I'm even going to sell a pen to anybody, I need to know about the person, I want to know what their needs are, what kind of pens do they use, do they use a pen? How often do they use a pen? Do they like to use a pen formally, to sign things, or use it in their everyday life? The first idea is that when you say ‘Sell me this pen,' I want to hear [the salesman] ask me a question. ” So how do you effectively answer a “sell me something”interview question? If you have to answer questions, what kind of questions should you ask? Do you talk about its features? What can you do to make the sale? This Salesman.org guide will cover all the details. How to Tackle the Sell Me This Pen Interview Question The thing is, the statement “sell me this pen” doesn't mean “sell me this pen.” Shocked? Most sales professionals are. Let me explain. Sell me this pen is a ‘blanket term' statement. In addition to the obvious, the interviewer also means: Can you identify the right person for the product? Do you know how to understand your client's needs? Do you have basic sales skills like relationship building? Can you establish urgency? How can you close sales effectively? You have to show the interviewer you have all these skills and will make an asset to the company. And the best way to do this is just as Bellfort suggests: asking (relevant) questions. Very few salespeople understand this going into the interview. The best salespeople do their research though and are prepared for when the sell me this pen question comes up. Sales questions help you establish your credibility as a sales professional. For instance, asking what kind of pens the interviewer likes and for what purpose does the interviewer uses the pens can prove you have an essential sales skill—empathy. On the other hand, if you start blabbering about the pen's features, sometimes even lying about it, you show the interviewer that you're a liar. Knowing how long the interviewer has wanted the pen is a good start, but they might just answer they don't want a pen just to watch you squirm. In this case, you'll have to do a quick qualifying session and establish their needs before aiming for a close. To help you hold strong sales conv
Mon, December 27, 2021
Learn How To Describe Your Sales Experience and Secure That Job
“Describe your sales experience?” “Tell me more about your sales experience.” “How many years of experience do you have in sales?” Your employer will have questions concerning your selling experience to assess your ability to do the sales role you're applying for. How you choose to respond is going to make or break your interview. It's going to secure or lose you that dream sales position. Obviously, you need to demonstrate you have the sales skills that make you the right fit for their company. But the question is how do you develop these skills and prove them to the interviewer? And how do you still land the job if you don't have any previous experience ? Only one way to find out… keep reading. First and Foremost, What Counts as Sales Experience? Sales experience is a summary of your history of selling products or services to other people. It indicates the level of your soft and hard skills as a salesperson. The concept of sales experience isn't very complicated. For instance, if you ever sold a pen to your friend as a kid, you have sales experience. This is because you proved to your friend buying the pen would make their life more accessible than before, successfully convincing them to give you their money. Of course, this won't hold up when applying for sales jobs. Your sales manager will want a more fitting sales experience resume, which is why you'll need traditional sales experiences. This can be you working as a cashier at a retail store or acting as the account manager for a local business. Here are a few more sales experience examples: Real estate broker Insurance agent Product promoter or demonstrator Owning a travel agency If the above descriptions don't fit the bill, no biggie. We'll tell you how to get some. 3 Effective Tips To Get Sales Experience Despite popular belief, getting sales experience isn't that complicated. All you need is determination and be open to starting from scratch. Below, we've compiled some practical ways to get experience and begin developing your professional skills. 1) Sign Up for a Sales Course If you have the means to sign up for a sales course, webinar, or training program , we highly recommend doing it right away. Each option is an excellent way to get sales experience to make a good impression on the hiring manager. A sales course or training program gives you a platform to learn the basics of effective selling and engage in various sales activities, such as role-playing and grievance handling, to become a more seasoned sales professional. You also get the opportunity to make mistakes and learn from them and build actionable skills th
Fri, December 24, 2021
5-Step Cold Calling Framework For Simple, Consistent Wins
Another month's gone by. Despite all the cold emails you've sent, the phone still isn't ringing. And now, you're left scrambling to make your quota. Something's got to change, and you know it. It's a story all too familiar to sales reps. But, unfortunately, the same ol' tactics just aren't working anymore. And though you've avoided the technique for years, it's finally time for… Cold calling. Yes, that dreaded two-word phrase that brings a chill to sales rep spines worldwide. The topic came up in my recent interview with Jason Bay of Blissful Prospecting : “Cold calling and objection handling are usually the two biggest fears that I hear when we work with sales teams and individual reps.” But cold calling doesn't have to be complicated. It doesn't have to be intimidating. And it doesn't have to leave you feeling like a sleazy, manipulative conman. This guide shows how to make cold calling your go-to method for prospecting. Inside, you'll learn expert cold calling tips, proven cold calling scripts, and a 5-point framework to take all the guesswork (and hassle) out of cold calling. What Is Cold Calling? First and foremost, let's settle on a cold-calling definition. What Is Cold Calling? “Cold calling is the act of reaching out to potential buyers that have not previously interacted with a sales rep.” Cold calling usually refers to solicitation by phone. But it may also refer to in-person sales visits. What Is Cold Calling NOT ? “Cold calling is not reaching out to contacts you met at trade shows. It is not contacting a lead that expressed interest on your website. And it is not following up with a referral that asked you to get in touch. This is what's known as “warm calling.” By its very nature, cold calling has a lower success rate than warm calling. After all, cold calling recipients haven't expressed any prior interest in what you're selling. Those on the other end of warm calls have. It's no wonder why so many sales reps avoid cold calling—it's tough to get a “yes.” In fact, a study from the Harvard Business Review found that 48% of B2B salespeople—nearly half —are afraid of cold calling. So, with all that fear and anxiety baked into this sales technique for many reps, the question is why do it at all ? Why Cold
Wed, December 22, 2021
How To Use MEDDIC and Meet Your Sales Quotas: A Step-by-Step Guide
You didn't meet your sales quota last quarter. You can't help but wonder what's broken? Your sales process? How do you fix it? What measures can you take to close more deals? Despite what you think, the issue may not be your sales pitch or salesmanship. It could be the people you're selling to—the quality of your leads. Luckily, you also have a highly effective solution to change your numbers stat: MEDDIC. Applying the MEDDIC sales process will help you understand and quantify your prospects better. It ensures you're focused on the right people in the right way, leading to more closed deals and higher revenue. But there's a catch… MEDDIC can be confusing, especially for beginners. This article will show you a step-by-step breakdown of the MEDDIC sales methodology to set you up for success and transform your selling game. What Is the MEDDIC Sales Process? MEDDIC is a B2B sales methodology designed to help sales professionals qualify better leads, which ultimately contribute to a higher closing rate and increased sales success. Using its principles, you can determine whether you should invest your time and effort in getting a customer into your sales funnel. MEDDIC is essentially an acronym that stands for: M etrics, E conomic buyer, D ecision criteria, D ecision process, I dentify pain, and C hampion. A Step-by-Step Guide To the MEDDIC Framework As per the acronym, MEDDIC has six qualification steps. First, let's review how to check off every letter in the MEDDIC sales methodology and achieve more deals. And remember that the meddic sales qualification framework is designed to disqualify prospects as well as qualify them. For most sales people, closing deals means getting rid of unqualified buyers from your sales pipeline as much as it means qualifying decision makers to stay in it. Never be afraiod to kick prospects out of your sales cycle so you can spend more time with potential prospects will will spent money with you. 1) Metrics Metrics refer to the quantifiable measures of your solution's value to your prospects. Find out what quantifiable goals your prospect hopes to achieve by implementing your solution. For example, the prospect may want to double their output or reduce 15% of their total overheads. See? Quantifiable goals. Once you know the metrics your customer cares about, you can prove how your solution will provide a good return on investment (ROI). Again, the idea here is to justify your solution from an economic standpoint. Knowing the metrics will help you justify the economic benefits of your solution from your prospect's perspective, encouraging them to go further in the sales funnel. Questions to Consider: Wha
Tue, December 21, 2021
How To Find And Close Your Dream Sales Job | Salesman Podcast
Rob Barnett is the author of NEXT JOB, BEST JOB and an experienced headhunter connecting the best candidates with hiring managers. On this episode of the Salesman Podcast, Rob Barnett explains what you need to do to find and then close your dream sales role. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment
Mon, December 20, 2021
5 Best Sales Pitch Examples and Tips And Why They Work
A good sales pitch makes all the difference between a failed deal and a closed deal. That's why it's such a massive part of the selling process. A sales pitch is your attempt at selling your product or service. It should ideally be a persuasive and engaging speech that communicates the value of your offering and encourages the customer to put down their money. But what makes an effective, winning sales pitch is the million-dollar question. This Salesman.org article will dive into the fundamentals of a sales pitch and discuss the best sales pitch examples and tips to set up sales reps for selling success. What Is a Sales Pitch? A sales pitch is a super brief sales presentation explaining how your business will benefit the prospect. It should be compelling enough to convince the prospect about your product's superiority and persuade them to engage in business with you. A good sales pitch can be anything—a script you go through on a call, a traditional presentation in front of decision-makers, or a two-minute elevator speech for networking opportunities. How To Write a Good Sales Pitch The idea behind delivering a sales pitch is to connect with potential buyers. While every salesperson needs to be unique to make an impact, all the best sales pitch examples has three main components. A) Hook Your hook should capture your prospect's attention, whether it's your email subject or the opening line of your cold call . Think strong, impactful, and attention-grabbing. A strong hook is fundamental for a sales reps pitch because if you don't have the attention of the prospect, how are you going to influence them? Here are a few ideas for writing the perfect hook for your sales pitch: Cut to the chase (“I want to get straight to the point and share… “) Ask a question (“Does the idea of increasing your revenue by X% sound appealing to you “) Reference a shared connection (“Saw your LinkedIn post talking about how Mr. X's ideas influenced your decision-making”) Share a data point (“Did you know that X% of CEOs) Mention a recent interaction (“I loved hearing your thoughts at the ABC convention”) B) Context The context of your sales pitch gives the prospect an enticing value proposition. After delivering a hook that gets the prospect's attention, tell them why you've contacted them and explain what your product can do for them. Here are a few essential context tips: Speak about your product or service plainly—leave out any marketing or overly technical jargon Use data, market research, customer stories, or case studies to have the buyer continue engaging with you Tie the benefits from the previous bullet to your prospect's goals and objectives, explaining how they'll personally benefit if they respo
Sat, December 18, 2021
AI Video Sales Calls? Revenue Operations Platforms?
On this week in sales we’ll be looking at; AI on video calls, revenue operation platforms, answering your questions and much more! You'll learn: Sales news: The Emergence Of The Revenue Operations Platform Revenue Operations – they are generally trying to describe a better way to manage the people, process, and technology of growth. https://www.forbes.com/sites/stephendiorio/2021/12/13/the-emergence-of-the-revenue-operations-platform/?sh=b00f83f7aaf2 Unique closes $6M seed for its AI-driven video calls platform aimed at sales teams Unique, a video calls platform that uses AI to teach sales teams how to improve their pitches, has closed a $6 million seed round from a bunch of angel investors. These include Philipp Stauffer (U.S based founder and general partner of Fyrfly Venture Partners) and Daniel Gutenberg. Unique uses AI to analyse customer conversations. The video recordings of these then help sales people work out which parts of their pitch work best. https://techcrunch.com/2021/12/13/unique-closes-6m-seed-for-its-ai-driven-video-calls-platform-aimed-at-sales-teams/ Sales Automation: The Puzzle of Reducing Salespersons’ Workload While Maximizing Profits The sales automation process has 7 stages: Automated guidance: The sales teams get reminders and notes from the sales automation software. Lead management automation lets the sales manager build a more curated list of
Fri, December 17, 2021
Do You Have The Sales Skills Of the Top 1% Of Reps?
Effective selling goes beyond mastering Excel spreadsheets or knowing how to use the latest sales software. Technology can never replace sales skilld. That’s why you must be in tune with your soft and hard selling skills. Many studies and books have attempted to identify what makes a good sales web, but there are no conclusive findings yet. So, having interviewed some of the most prominent names in sales and my own experience, I’ve listed some of the most critical skills for sales executives. You can get some sales skills from on the job training, other important sales skills require an online course or other training instead. But everything listed in this post is achiveble for the average sales representative and they'll help you become a successful salesperson. We’ve got a lot of ground to cover, so let’s get started! Soft Sales Skills for Sales Reps Soft skills are informal abilities you learn over the course of your sales career. Generally, it indicates your attitude in performing common sales-related tasks and connecting with other people. A) Strong Communication Communication skills serve as the foundation of building meaningful relationships with both potential new and existing customers. It allows you to set expectations and tactfully discuss your prospect’s pain points and position your offering as the superior solution. What’s more, communication here goes beyond speaking clearly. It also involves: Having excellent writing and presentation skills to interact over email, virtual meetings, social media, and in-person. Communicating effectively throughout the sales cycle—right from cold outreach and follow-up to closing deals. B) Storytelling If you’ve been following our blog, you’ll know I‘m a big advocate for using storytelling to get more deals. Story telling isn't just underrated, it's one of the most important sales skills out there. You'll leverage story telling everywhere from a job interview to strategic prospecting with your biggest opportunities. Selling isn’t just about discussing product features. You must also convince customers these features will solve their problems and benefit them by generating more money or improving processes. Here, a good tip is to tell a story that deeply resonates with your target audience. This will help you supercharge your communication and guarantee your message meets its target. Moreover, compelling storytelling doesn’t only help with face-to-face conversations but also ensures your emails get opened and replied to. C) Critical Thinking Great sales reps have to gather and work through an ocean of data. But simply having access to the data won’t get you anywhere—you also need critical thinking skills to process the information,
Thu, December 16, 2021
How To Personalize Your Sales Outreach At Massive Scale | Salesman Podcast
James Palmer is the Regional Vice President of Sales, NEMEA at Seismic. On this episode of the Salesman Podcast, James Palmer explains the steps to making your sales outreach more personalized, whilst at the same time sending more of it. Is that even possible? You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment <img decoding="async
Wed, December 15, 2021
5 Free Sales Tools: A Guide for Serious B2B Professionals
Many people don't understand what we, as sales reps do every day. They think it's all about buddying up with leads. It's delivering that final “can't say no” pitch. And it's about popping champagne corks after a successful close. But what most don't see is all the work that sales and marketing teams put in, leading up to the deal. The prospecting. The qualifying. The endless emails, phone calls, and messages—most of which go unanswered. Making it in this industry takes salesmanship, of course. But being a sales rep requires a lot of admin work, too. And these days, if you're handling all that admin work on your own , you're wasting valuable time you could spend selling. Enter sales tools. These tools let you automate that arduous legwork rather than tackling it all yourself. From gathering info on leads to taking the guesswork out of when to ask for a sales presentation, these tools help streamline your process and ultimately make you a more successful salesperson. This guide takes a look at 5 of the best free sales tools you need to start using today. Do You Need Sales Tools? (Hint… Yes!) While the old pen n' paper and Rolodex way of managing your sales process may have worked at the start of your career, things have changed. And fast. Both sales productivity tools and sales automation tools are now critical if you want to scale your sales outreach and generate a solid sales pipeline. These days, a sales rep needs to be quicker, smarter, and more organized than ever to meet competitive quotas. And implementing sales tools into your processes is one of the best ways to achieve all three. But let's look at the numbers here to give you a bit of perspective. Salespeople spend 17% of their day prospecting and researching leads. ( HubSpot ) More than 30% of sales-related activities can be automated. ( McKinsey ) High-performing sales teams are 2.3 times more likely than underperforming teams to use guided selling. ( Salesforce ) 44% of sales leaders who will exceed revenue in 2021 use competitive intelligence and market data. ( HubSpot ) Companies that incorporate high-level automation into their sales process generate aro
Tue, December 14, 2021
HubSpot's Entire SaaS Sales Process (Step-By-Step Guide) | Salesman Podcast
Dan Tyre is a 14-year-veteran of HubSpot, hired as employee number six, and the company’s first salesperson. On this episode of the Salesman Podcast, Dan Tyre explains, from start to finish, the entire HubSpot SaaS sales process. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment <img decoding="async" src="https://salesman.com/wp-
Mon, December 13, 2021
The Ultimate Guide for Monitoring Sales — From a Sales Professional’s Perspective
The famous SharkTank entrepreneur, Daymond John, explained the importance of sales monitoring perfectly in this analogy: “Imagine your ship is in a battle, and you have no command center giving visibility on whether or not your ship has been hit until 30 days later, nor visibility on whether enemies are behind or in front of you. What do you think will happen to your shit? You sink.” Pretty much sums it up, doesn't it? In the dynamic world of sales, you need an effective sales process for tracking sales performance. This will provide you with crucial insights that will make you more effective at selling, helping you save time and effort, earn revenue, and, more importantly, boost your sales career. Implementing a sales monitoring system can seem like hard work. But the good news is, it doesn't always have to be. Why Is Sales Monitoring Important? It doesn't matter whether you're a B2B or B2C sales professional—or what size or industry your business is—you need sales monitoring to measure your progress and optimize performance to ensure better outcomes. Moreover, you won't have to second guess every decision when you know the numbers. You can make smart, data-based decisions, which will make you a more efficient and savvy salesperson. Additionally, you don't have to be a sales manager, leading a sales team to take advantage of a sales monitoring system. Monitoring sales performance is also important for individual sales reps too. When you own your key performance indicators, you'll become a sales managers best friend. Monitoring Individual Sales Performance Metrics and KPIs To hit your ultimate revenue goal, you must know what sales metrics your organization's sales management uses to track sales throughout the sales funnel. For this, you'll have to use past sales performance data and work backward up the funnel from the organization's projected revenue goal to set your goals. A good place to start is considering the following questions: Based on your average deal size and win rate, how many opportunities can you open? How many discovery calls can you book to open that many opportunities? How much outreach do you need to do to secure that many discovery calls? Notice the pattern? Besides revenue, you should also be looking at: Win rate: Considering the number of deals and the size of deals you've cracked, are you on track to hit your revenue goal? Pipeline creation: Are you creating enough opportunities up the sales funnel to meet your sales quota? Average deal value: Will the size of your deals need you to close more or fewer opportunities than you already have in your sales pipeline? Average deal size: Can you improve your performance by increasing the velocity? Customer ac
Fri, December 10, 2021
Algorithms VS Human Decisions: Should Buyers And Sellers Be Replaced? | Salesman Podcast
On this episode of the Salesman Podcast Brian Christian explains the power of algorithms and the guys dive into the question if they're so powerful, can they replace all human decision making in B2B buying process. You'll learn: Coming soon. .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment <img decoding="async" src="https://salesman.com/wp-content/uploads/elementor/thumbs/
Fri, December 10, 2021
Sales Targeting: Supercharge Your Sales Funnels and Boost Close Rates
Another day, another cold email. As a sales professional, you understand cold emailing is part and parcel of the job. But not getting even a single response can feel disheartening. You want results and are ready to change your current strategy. Allow us to suggest a third possibility: targeted selling. Not many sales professionals realize that all their business can come from the same group of customers. You can use this approach to make sure you're targeting the right people—people with a genuine interest in what you have to offer. What Is Sales Targeting? Sales targeting is the process of identifying prospects more likely to buy your product or service, followed by building a sales process that appeals to them. You determine the ideal fit for your offering and then create a pitch based on their interests and priorities. You also identify people unlikely to buy your product, which lets you dedicate your attention to only those sales targets who matter the most to your business. 5 Steps To Create an Effective Sales Targeting Strategy Targeted sales involve more than applying tried-and-tested sales targeting techniques. You need to build a solid strategy and clearly understand your ideal customer persona. Sounds too much? Don't worry; here's a detailed step-by-step run down. Step 1: Map Your Sales Territory When it comes to creating awareness and narrowing down forecasts, less is more. You need customers, even if smaller in number, that are likely to find your product or service valuable. A good starting point is to determine the benefit through the receiver's eyes. You can also use the 80-20 rule, where 80% of output will come from the top 20% of input. When mapping out your territory, consider the following questions: Who are the top 20% of your targets that are responsible for 80% of your sales? What 20% of your actions drive 80% of results? Which prospects or customers will find value in what you have to offer? Which of these prospects are willing and able to make a change? Step 2: Categorize Your Prospects Into Different Segments One of the key components of effective sales targeting is “bucketing your business. ” Bucking your business is the process of categorizing your customers into various segments (“buckets”). You can create buckets based on: the types of products your target audience buys when they last purchased from your business their business size or industry, or any other grouping that makes sense to you. This will help you understand where you're getting your business from and from whom, as well as uncover new opportunities or threats. You can also create benchmarks for what's working and what isn't and determine who you should be targeting to drive revenue. Think of it as creat
Wed, December 08, 2021
The Top 10 Deal Makers And Deal Breakers? Sacking 900 People Over Zoom?
On this week in sales we’ll be looking at; research showing what buyers top 10 deal makers and deal breakers are, Ford partnering with Salesforce to make a uber CRM, laying 900 people off with a Zoom call and much more! You'll learn: Sales news: Korn Ferry research – Top 10 deal makers and deal breakers Top deal maker – “Understood my business needs” Top deal breaker – “Did not understand me or my business” https://i.marketingprofs.com/assets/images/daily-data-point/071221-kornferry-deal-lg.jpg Ford Motor drives into CRM services for America's SMBs with Salesforce in the passenger seat With the automotive industry looking to diversify its sources of revenue, Ford Motor Co has teamed up with Salesforce to launch VIIZR, a CRM and field service tool targeted at meeting the needs of small business owners in the US. VIIZR is a custom solution built on Salesforce Field Service that Ford says will “help tradespeople schedule field appointments, send invoices and manage customer relationships from one integrated, cloud-based platform”. It’s been developed by Ford Pro, the dedicated commercial arm division of Ford Motor that was set up earlier this year with a brief to focus on vehicles, technology and services for the commercial vehicle sector and increase fleet productivity, improve uptime and lower operating costs through connected services and work-ready internal combustion and battery electric vehicles. https://diginomica.com/ford-motor-drives-crm-services-americas-smbs-salesforce-passenger-seat</a
Mon, December 06, 2021
Increase Your Visibility: How to Get Prospects Attention On LinkedIn
In today’s episode of the Social Selling Show, Daniel and Will share tips on how to increase visibility on LinkedIn as well as pros and cons of riding trends on LinkedIn. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment <img decoding="async" src="https://salesman.com/wp-content/uploads/elementor/thumbs/22_LINKEDIN-SUCCESS-FRAMEW
Sat, December 04, 2021
How To Nurture B2B Buyers On Social Media
In this week’s episode of the Social Selling Show, Will and Daniel talk about nurturing buyers through social selling and LinkedIn after they've made a purchase. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment <img decoding="async" src="https://salesman.com/wp-content/uploads/elementor/thumbs/22_LINKEDIN-SUCCESS-FRAMEWORK-3-1-
Fri, December 03, 2021
Gong unveiling all the products? Guided selling? B2B buyers having cold feet?
On this week in sales we’ll be looking at; Gong unveiling all the products, guided selling, B2B buyers having cold feet and much more! You'll learn: Sales news: Gong Unveils Centralized Platform for Revenue Teams Company launches the Gong Reality Platform™ including new products and ecosystem integrations to drive productivity and effectiveness for revenue professionals Gong today previewed new products and ecosystem integrations that solidify its status as the platform for revenue teams. The company will introduce new products in 2022 including Gong Assist™ for increased productivity through automated task management and Reality-Based Forecasting for more streamlined forecasting. Gong also introduced Gong Collective™ for more robust insights based on data from other critical revenue systems. These moves come as the Gong Reality Platform™ – which captures and analyzes customer interactions and makes recommendations based on those interactions – continues to improve the performance of customer-facing teams. https://finance.yahoo.com/news/gong-unveils-centralized-platform-revenue-140000919.html?guccounter=1 Category Leader Klue Raises $62M to Accelerate its Competitive Enablement Platform Klue, the AI-powered competitive enablement platform, today announced a U.S. $62 million Series B investment. Companies are being disrupted faster and competition is increasing across every category. Yet today, many companies rely on a slow, inefficient, and inaccurate process of collecting and delivering market insights. Klue shapes how enterprise leaders think about competitive ena
Thu, December 02, 2021
How To Start A Sales Conversation On LinkedIn
In this week’s episode of The Social Selling Show, Daniel and Will reveal tips on how to successfully start sales conversations on LinkedIn. You'll learn: .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment <img decoding="async" src="https://salesman.com/wp-content/uploads/elementor/thumbs/22_LINKEDIN-SUCCESS-FRAMEWORK-3-1-plfoy61se0zkx44kymmpdk
Wed, December 01, 2021
The Surprising Truth Behind What Makes People Take a Chance on You | Salesman Podcast
On this episode of the Salesman Podcast Suneel Gupta explains what being “backable” is and why some salespeople get ahead and others don't. You'll learn: Coming soon. .adwrapper { overflow:hidden; transition: background 0.3s, border 0.3s, border-radius 0.3s, box-shadow 0.3s; padding:20px; margin-bottom: 0px;background-color: #FEE6E6;border-radius:20px; margin-bottom:20px; } .adwrapper div { padding: 8px; } #adone { float:left; margin-right:5px; width:430px; } #adtwo { overflow:hidden; } @media screen and (max-width: 400px) { #adone { float: none; margin-right:0; width:auto; border:0; width:100%; } } Sponsored by: Free SalesCode assessment Learn your strengths and weaknesses in an instant. Taken by over 10,000+ of your competitors. Don't get left behind. Take the free assessment <img decoding="async" src="https://salesman.com/wp-content/uploads/elementor/thumbs/22_LINKEDIN-SUCCESS-FRAMEWORK-3-1-plfoy61se0zkx44kymmpdkwrcckpulekjth0j9rz7
Mon, November 29, 2021
What Is Sales Effectiveness? + 5 Top Tips To Boost Yours
Nobody's perfect, especially in the world of sales. Even if buyers love you, your sales team and you're building rapport within mere seconds of getting on the phone. Even if you're blowing your quota out of the water every month. And even if you're the undisputed leader in your industry… The fact remains, there's always— always —room for improvement in sales performance. But the first step towards getting better is understanding how well you're doing in the first place. That's where measuring your sales effectiveness comes in. And the more you factor your sales effectiveness into your processes, the better poised you'll be to take home some fat commission checks. So, what is sales effectiveness exactly? How do you measure it? And what steps can you take to improve yours? We'll answer these questions and more in this guide. We'll also look at specific metrics to consider, the importance of alignment, sales effectiveness versus sales efficiency, and much more. What Is Sales Effectiveness? It can be tough to nail down a single, indisputable definition of sales effectiveness. Depending on your organization, it may be the amount of revenue a salesperson generates. For others, it could be leads generated in a new vertical. But ultimately, sales effectiveness boils down to one thing: “Sales effectiveness is the measurement of how well a salesperson achieves specific outcomes.” If that comes off a bit general, that's intentional. Different businesses have different measures of success, especially when it comes to building a growth strategy. And while one sales department may be tasked with bringing in as many new sales as possible, others may be focusing on promoting a new product. It's the overarching goals, then, that define sales effectiveness—not just revenue. Let's look at an example to clarify this point. Understanding Goal Alignment: An Example Let's say your accounting software company is trying to expand its customer base. Right now, they're pushing to target the shipping industry. Breaking into shipping will lead to the following results: Significantly greater revenue gains Higher customer satisfaction rates More diversified revenue streams Making this shift is beneficial in the long run. As such, your sales department's goal for this quarter is to increase product sales to businesses within the shipping industry. Now let's say a salesperson made an astonishing number of sales this quarter. They generated record-level revenue. But they only made sales in the current vertical and none in shipping. So despite pulling in some great numbers, this salesperson would have low sales effectiveness as a result. It's essential, then, to base your sales effectiveness on the specific departmental goals that have been given to you rather t
Fri, November 26, 2021
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Fri, November 26, 2021
Master the Art of Cold Calling: 4 Tips for Boosting Sales
It takes thick skin to be a cold caller. The unreturned messages. The right-off-the-bat hang-ups. The downright rude remarks. Even still, there are some people who thrive in the B2B cold call world. They’ve got the same resources as you. And the words on the page of their scripts aren’t any different than yours. So, what’s their secret? And what do you have to do to start seeing the same kinds of results? That’s where the art of cold calling comes in. .circle-img { border-radius: 50%; -moz-border-radius: 50%; -webkit-border-radius: 50%; -o-border-radius: 50%; } #quote-container-bottom { width:100%; overflow: hidden; margin-top:20px; } #quote-one-bottom { width:10%; float:left; padding:5px; } #quote-two-bottom { width:90%; float:right; padding:3px; } @media only screen and (max-width: 767px) { #quote-one-bottom { display: block; float: none; width: 100%; padding: 0px 0; } #quote-two-bottom { display: block; float: none; width: 100%; padding-bottom:0px; padding-left:0px; padding-right:0px; } } Expert Note: “Cold calling is a lousy place to make a sale. But it happens to be a great place to learn how to sell.” Jeffrey Gitomer Sales Leadership Show The art of cold calling is that extra “something” that lets other salespeople close more deals than their colleagues. It’s the soft skills that go above and beyond those scripted words on the page. And it’s exactly what you need to start becoming a better cold caller. This guide takes you through four tips for mastering the art of cold calling. Inside, we’ll look at how to improve your mindset, boost your confidence, build rapport on cold calls, and more. And for you, that means closing more deals and taking home bigger commission bonuses. Mastering the Science of Cold Calling Before jumping into the art of the cold call, let’s look a

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