Archive for 'Sales 101'

Selling 101 – Series Introduction

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Selling 101 – Series Introduction

For the past several years, the focus of my writing has largely been devoted to social selling. Why? Because that is the hot topic and it is also what people have asked me to write about. Gives the folks what they want. I would also strongly endorse the benefits of this (r)evolution!

Social selling has brought about some dramatic changes including selling-marketing mashups as well as specialized sales positions … SDR, BDR, etc. Now, I ...

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I’m Not That Good of a Salesperson

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I’m Not That Good of a Salesperson

I started B2B selling in 1977. As a salesperson, I hated cold calling and I regularly chased elephants and pixie dust. Looking back, about the only selling skill that I really excelled at was product knowledge and I could give one hell of a good demo. Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps.

As a manager (and as ...

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The Most Painful Part of the Sales Process Is …

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The Most Painful Part of the Sales Process Is …

For the customer, at least … it’s not writing the check. It’s making the actual decision. Of course, depending on that decision, this could also hold true for the salesperson.

I’ve studied this phenomenon for years and I have applied it to myself as the buyer as well as to my customers. The simple fact is that, once the check has been written, or the decision has been made, the pain is poof gone!

On the other hand, the process of making that final ...

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3 Point Shot – Random Thoughts on Selling #4

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3 Point Shot – Random Thoughts on Selling #4

I probably have dozens of article drafts on selling that have never been fully developed to the point where they are fit for publication. I might get started writing them and then lose interest or, there might not be enough meat in the topic to meet my standards for a complete article.

All these partial posts are like annoying threads that keep popping up on the edges of my favorite worn out bell-bottom jeans. Well, I’m getting ...

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Successful Sales Calls Have These Six Elements [Infographic]

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Successful Sales Calls Have These Six Elements [Infographic]

Words can literally change your brain. Every word and phrase uttered during a sales conversation will either increase or decrease your odds of winning the deal. This is why sales conversations are still the most effective means of moving buyers through the buyer’s journey.

But they’re also an act of guesswork. Yes, we all like to think we know what works and what doesn’t in sales. But for the most part, we have no data to back up our theories.

So, ...

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From Words to Immersion: How Virtual Reality is Changing Sales Training

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From Words to Immersion: How Virtual Reality is Changing Sales Training

“We shape our tools and thereafter our tools shape us.”
~Marshall McLuhan

Contemplating upon this statement by McLuhan, the Canadian futurist and philosopher, provides a useful starting point for understanding how the technology we invented has in turn shaped us. Though the implications of this statement stretch wide, we will focus our discussion on the current and future role of technology on sales training. We will take a journey into the evolution of sales training tools that brought ...

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