I’ve read numerous blog posts, articles, and books on how to succeed in sales and telemarketing. Countless opinions are offered on the subject. Most of these opinions are, however, repetitive and are rarely challenged. For example, we’ve all heard axioms such as these: The customer is always right. Don’t talk. Just listen. Focus on the ... Read Post

In the previous chapter, we covered the vital necessity of patience in social selling. We pointed out that social selling steps may appear passive, when in fact they’re anything but that. Salespeople need to learn this patience well if they are to succeed at social selling—and sales managers must allow them the time and space ... Read Post

One of the people I coach was recently in a meeting with their reseller and the room was filled with all the stakeholders and decision-makers for a huge enterprise opportunity they had been working with a large government department for 15 months. Toward the end of the meeting, the CIO (who owns the budget and ... Read Post

Few startups make it; half don’t survive 5 years.  At launch, the right sales development strategy is critical to gain a successful trajectory. Employ these 20 sales actions to increase your odds of beating the grim reaper. Concentrate much of your sales development work BEFORE you launch, to help ramp sales up quickly and attract investor ... Read Post

Sales managers live in a beautiful world of constant mixed emotions -negative and positive. Apart from pressures arising from sales targets, sales team and management, sales managers still have to contend with keeping the right frame of mind to deliver optimally. We are constantly dealing with happy emotions that come from closing deals, and painful ... Read Post

Sales is both an art and a science. There is real innate talent involved, just as there are facts and figures rooted in decades of practice. Above all, the key to effective sales is establishing a connection. And you do that by building rapport and trust with your prospective leads. You do that by influencing ... Read Post

For some, failure can mean the end of the road on some activity, venture or goal. But that is only true if you give up and just stop. For me—and for many others like me—failure in some area can act as a valuable learning experience that further enables success. This new series of blogs illustrates, ... Read Post

Condensed from a Pipeliner SalesChat Interview with Andy Gole Interview by John Golden Andy Gole has taught selling skills for over 20 years to over 90 clients in a variety of different industries and market conditions. He started 3 different businesses—a sales agency, a product company, and a consulting company—and has made over 4,000 sales ... Read Post