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My book “Eliminate Your Competition” is available from your favorite book retailer

My book “Eliminate Your Competition” is available from your favorite book retailer

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million. Only the winner of the order is …

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Staying Top of Mind: The Power of Sharing Industry Insights with Customers and Prospects

Staying Top of Mind: The Power of Sharing Industry Insights with Customers and Prospects

Staying top of mind with your customers and prospects is crucial for long-term success in B2B sales. As a salesperson, you understand the importance of improving a company’s revenue generation capability. One often overlooked strategy is the art of sharing industry and management articles with your clients. In this blog post, we’ll explore why successful …

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The Quintessential Salesperson: Navigating Trust, Value, and the Art of the Ask

The Quintessential Salesperson: Navigating Trust, Value, and the Art of the Ask

In the exciting world of sales, getting swept up in targets, quotas, and the rush of closing deals is easy. Yet, as a young salesperson just starting out in your career, it’s crucial to remember the essence of your role: You’re not just a seller; you’re a valuable addition to your customers’ lives and their companies. You offer a benefit that goes beyond the product you sell – you provide solutions, help achieve goals, and in doing so, create value that far outweighs the monetary cost of your product.

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You Need Timed Repetition to Influence Your Prospects

You Need Timed Repetition to Influence Your Prospects

In the world of sales and marketing, there is a principle known as the “Rule of 7.” The Rule of 7 is a principle that states that a prospect needs to see or hear a message at least seven times before they take action. The idea behind the Rule of 7 is that a prospect …

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5 Sales Success Tips By A Multi-Decade Sales Professional

5 Sales Success Tips By A Multi-Decade Sales Professional

My good friend, Dean Wiener, published the following post on LinkedIn about some of the “secrets” to his success over many decades. He was kind enough to allow me to embed his post into this article. Let’s explore each of these items in a bit more detail.

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Sales Training is Crucial for Businesses

Sales Training is Crucial for Businesses

Salespeople are not typically trained in universities, with only 59 universities offering a major in sales. Comparing this to the above professions, accounting is offered in over 1,800 universities. This means that sales managers cannot rely on the university system to offer them quality candidates.

The sales profession is incredibly difficult, and failure is common. There is no profession (aside from marketing) where the expectations are so significantly missed. It is not unusual for 10-20% (or even 30%) of a sales team to not achieve their company-set goals. If accountants failed at that level, most companies would get fined by the SEC and the IRS. If product engineering failed at that level, the products we buy would constantly fail.

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Successful Salespeople Must Learn To Lead Or Follow In A Sales Situation

Successful Salespeople Must Learn To Lead Or Follow In A Sales Situation

What selling style do prospective buyers prefer? A survey by Harvard Business Review shows that 40% of study participants prefer a salesperson who listens, understands, and then matches their solution to solve a specific problem. Another 30% prefer a salesperson who earns their trust by making them feel comfortable because they will care for the customer’s long-term needs. Another 30% want a salesperson who challenges their thoughts and perceptions and then prescribes a solution they may not have known about.

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Artificial Intelligence Helps Salespeople Be More Effective

Artificial Intelligence Helps Salespeople Be More Effective

While it’s clear that artificial intelligence has a lot to offer the sales world, it’s also evident that there are still some areas where human interaction is necessary. However, with more and more opportunities for AI-assisted productivity, we can expect to see even greater things from this technology in the future. Have you used artificial intelligence to increase your sales productivity?

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Prospecting With LinkedIn

Prospecting With LinkedIn

LinkedIn is one of the most powerful tools a salesperson has in their toolkit. With LinkedIn, you can connect with potential customers, learn more about them, and even prospect for new leads. In this blog post, we’ll show you how to use LinkedIn to prospect for new leads and build relationships with potential customers. We’ll also give you some tips on how to get the most out of LinkedIn Prospecting. So let’s get started!

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