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Advancing the Sale
11will you be replaced by a sales robot
Everywhere you look, artificial intelligence, automation, and technology are replacing interactions we once used to have with other human beings. Some of this we cheer – such as self-guided drivers’ license kiosks, bots or algorithms that predict which wine, books, or music we would like, or cars that guide you back to driving in your...
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11Be a connector for your customers
What’s the biggest hurdle you face when selling to someone? Well, other than getting their initial attention and time in front of them, your biggest hurdle is building credibility and ultimately trust. Trust isn’t cheap. Credibility can’t be faked. And honestly, many buyers put you at arm’s length at the beginning of your relationship because...
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11The Kudzu Effect How do your sales messages stand out
Have you ever heard of Kudzu? If you’ve driven through the Southeastern parts of the US, you’ve probably seen Kudzu. It’s an Asian vine introduced to the US and branded in the 1930s and 40s as a way for farmers to control erosion and introduce nitrogen to their soil. You might recognize it as it...
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11The Modern Sellers Creed: Helping vs Selling
There is a great commercial out now that reminds about what the true meaning of “Selling” should be. It’s a Capital One pitch for their new “Capital One Cafes” – where they point out that all banks look and feel the same. Their novel idea is to provide a relaxed, easy environment, “A welcoming environment...
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11Turn Sales Calls on Their Head
Many sellers approach sales calls for business development with some anxiety. I can completely understand that feeling. In spite of good, better, and even amazing efforts, if you’ve been in sales doing business development for a while, you’ve been on the receiving end of grumpy prospects, hang-ups, yelling, or otherwise unpleasant calls. I can completely...
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11The 258% Sales Huddle
A while back, I had the honor of giving the closing keynote session for the AA-ISP Digital Sales World Conference in San Francisco with my Co-Host of The SellOut Show, Dianna Geairn. Closing out the conference gave me the ability to sit through all the previous sessions where inside sales experts talked about best practices...
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11What Makes A Stellar Seller part 3
Super successful sellers have some similar key characteristics. Self-starting, hard-working, disciplined … there are core traits and outliers that show up on personality tests. However, more telling to me than any of those core traits is the investment someone makes in their own career and skills. Well-rounded people have interests in many things and that...
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11jump start your new year sales
Everyone’s making big promises, resolutions, and vowing to make changes right now just as the ball drops on this New Year. I’ve never had much use for making grand proclamations of my intent or magically thinking I’ll turn into someone who LOVES running, eating steamed broccoli, or clearing my pantry of every carb and sugar....
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11What Can We Learn From Sales Bloopers
I like to categorize one of the worst things that have ever happened to me on a sales call as one of the BEST things that ever happened to me on a sales call. Imagine heading up to a very important meeting at a large bank headquarters with a VP of Something Important and a...
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11How to Avoid Perpetual Sales Prospecting Burnout
Every December in Memphis, TN, thousands of people descend upon the city’s Downtown area to participate in the St. Jude Marathon. Runners run or walk a 5k, 10k, half, or full marathon and raise funds to support the mission, research, and children of St. Jude. This year’s marathon weekend raised over 12 MILLION dollars! It’s...
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