In preparing for sales calls, we all have our processes that we follow to give us tracks to run on and to increase the likelihood of successful outcomes. And in that, I’ve just mentioned two key elements – having both a logical call path and a planned call objective. Of course, there’s more. With the ... Read Post
To maximize the effectiveness of LinkedIn Sales Navigator in lead generation and sales processes, consider incorporating the following strategies: Targeted Searches: Use the advanced search features to filter potential leads by industry, company size, job title, and geographical location. This specificity helps in identifying the most relevant prospects. Save and Organize Leads: Utilize the tool’s ... »
Can you count the times you asked yourself, ‘Why am I doing this?’ or ‘Why is this happening to me?’ The number is likely, infinite, and many will take the easy route – they quit. The better questions is, ‘What can I do to improve the situation, regain enthusiasm, and move forward?’ Our article offers ... »
The mining industry which people once saw as traditional and slow to adapt is now going through a profound transformation. The combination of technological progress with environmental demands and economic needs is forcing mining companies to adopt digital transformation in order to boost operational efficiency while adopting even greater safety measures all the while maintaining ... »
Capitalize on the new buyer’s journey by aligning sales and marketing. Help your business grow! Discover the advantages of making your sales and marketing work together. A huge part of the buying decision is made before your customer reaches out to your brand or meets your sales team. What does that mean for your sales ... Read Post
Entering the Sales world is a lot like engaging in a boxing match. How do you make your emotions work for you? Knowing Your Opponent For many in Sales, stepping into a sales opportunity is like stepping into a boxing ring. You’re going to be throwing punches, ducking and weaving — avoiding blows that could ... Read Post
There are numerous popular sales methodologies today. These methodologies all bring sales best practices from different quarters, and greatly assist salespeople and sales organizations to consistently close a higher percentage of deals. In this ebook we explore 11 of the most popular sales methodologies. Interestingly each of these sales methodologies, in their own way, ... Read Post
You only live once so why not strive to be the best version of yourself not only in your personal life but in your work life as well? After all, a positive work life often gives way to a better personal life and vice versa. I believe there are five things you can easily do ... Read Post
While artificial intelligence has been predicted for many years, especially through science fiction movies and television, it is truly now coming to pass. We see it with Apple’s Siri and Alexa from Amazon. We witness it with the navigation systems we have in our cars. We see it in air traffic control and in the ... Read Post
The shift in business is happening right now. Workflow automation is fundamentally transforming how companies operate, yet many are still “stuck in analog.” They are bogged down by disconnected departments, slow communication, and high-value employees trapped by repetitive, error-prone tasks. The pressure to become fully digital isn’t just about efficiency—it’s about survival. Organizations that fail ... Read Post
Are you neglecting the crucial step of asking for a referral? There are a lot of crucial things to do in sales. But, are you missing out on one of the most crucial steps? Asking for referrals is key to getting more business, increasing your revenue, and growing your business. There are numerous benefits to ... Read Post
Increase the chance of a successful close with a free tool to help you effectively qualify any opportunity in your sales process. Clearly Defining the Opportunity Defining an opportunity can only be done through communication with the prospect company, as in-depth as possible. It may be possible with the initial person who contacted you in ... Read Post
Sales POP! is your shortcut to sales, marketing and leadership excellence, offering short, insightful episodes with top global thought leaders, hosted by John Golden.
How to Answer ‘Overqualified’: Strategy to Secure Senior Roles
Today, we dive into the second critical strategy for mid-career success: mastering your value proposition and defeating the biggest biases.
1. Master Your Value Proposition and Relevancy
You must deeply understand your unique value and exactly where it intersects with market demand.
Define Your Differentiator: What is your signature strength? Pinpoint the one thing that makes you stand out—whether it’s crisis management, technical depth, or strategic leadership.
Align with Needs: Research the industry’s most pressing challenges. Map your history directly to these needs and articulate exactly how you solve their future problems.
Communicate Current Value: Avoid telling old “war stories.” Articulate the lessons learned from past achievements and explain precisely how those lessons apply to the company’s current situation. Make your history relevant and current.
John Tarnoff – https://johntarnoff.com
