If one flat statement could be made about today’s sales environment, “It is really complex” would certainly serve. Going back in time, there were 2 basic sales jobs—a salesperson and a sales manager. Today we have field sales, inside sales, SDR sales, vertical sales, horizontal sales, and more. Sales has become a complex team sport ...
The Importance of an Equality Mindset for Sales #SalesChats Episode 15 What’s the most important trait you need to become a master salesperson? Robert Terson says it’s an Equality Mindset. Most salespeople approach a prospect from a point of deference. Fact is that great salespeople are polite, respectful — but not deferential and subservient. Master ...
Prospecting – everyone’s talking about it and there are a lot of different approaches. Here’s WHY it’s important and how to do it with a trigger-based approach. There is no sale, no close, no deal, unless we get invited to the table. It all starts with getting in the door and getting that first meeting. ...
Sell Better With Psychology: Sales and Self Talk If you’re a salesperson, you probably talk a lot. You talk to your sales manager, to other people on your sales team, to potential clients, and to former customers. You might even talk to John Golden if you’re filming one of his Sales Expert Insight Interviews for SalesPOP! But, how ...
Our CEO’s new ebook, Ten Guiding Principles for Entrepreneurs, is now available in the Pipeliner Sales Reference Library. It’s free, and packed with indispensable advice for entrepreneurs and sales insights. There is no universal guideline to building your business from the ground up and 10 Guiding Principles for Entrepreneurs does not try to provide you with one, ...
Congratulations on closing the sale! The contract is signed and implementation is moving forward. Time to move on, right? Wait! Not so fast. Often overlooked is a retrospective meeting with decision makers. This is an opportunity to look back, debrief the process, and tweak your tactics. A retrospective conversation is a way to know what ...
Is the Monthly Newsletter Dead? #SalesChats Episode 13 There are dozens of great ways to market to consumers, but one that hasn’t been very talked about is the monthly newsletter. This is an old-school way of networking and providing information to leads that many salespeople have disregarded as outdated. But are they missing out on ...
Social Selling: From Hobby to Revenue Generator #SalesChats Episode 12 Social media, which is a way that many people distract themselves from work, has become a platform for salespeople to do work on! Social media is an important tool that has helped salespeople in a variety of new and different ways. Mic Adam talks about ...
The Importance of Context in Content Creation #SalesChats Episode 11 There is so much content being created. Social spamming, where information is pushed out whether it is quality or not, has taken over the business world. This trend has created a surplus of content, but without relevant context that targets it to your business and ...
Improving Sales Effectiveness With Buyer Personas #SalesChats Episode 10 Creating and utilizing buyer personas is one of the best ways to be more effective in the sales world. The power of buyer personas is in the ability to map efforts and engagement with customers directly, back to a deep understanding of what goals the customer ...
