You have valuable goods and services, and want to sell, people and organizations have needs, and want to buy. Connecting the two and finding/crafting sales and marketing talent that drives growth is no simple task. To craft a selling strategy, one must first understand the product. I like to categorize based on two factors– complexity […]
Read More How To Sales #18: How to Craft an Appropriate Sales StrategyCold Calling for the 21st Century
Read More How to Sales #16: How to Cold Call: The Definitive Guide (Now with .GIF’s!)Whether you’re just starting to look for a career or are a seasoned pro looking for a change- knowing where and how to find your next sales job requires a unique set of skills. First: Preparation Going into a job hunt like Officer John McClane vacations around the holidays is a good way to end up […]
Read More How To Sales #14: How to Find the Best Sales Jobs (for you!)Let’s face it- you’re too busy. You’ve been working hard and your account list is starting to look like the yellow pages for your territory. With all that work and money you’re making- how are you supposed to have time for the important things- like napping under your desk? Here’s some tips so you can […]
Read More How To Sales #13: How to Use CRM to Ruin Your SalesThanks to Cole (@COLESLAW927) for this week’s topic. I’ve talked before about core sales skills and how to develop personal sales strategies– and today I want to talk about tools and processes. The most persuasive, highly skilled salesperson in the world will do a poor job without the tools and habits that lead to success. […]
Read More How To Sales #12: The Fundamentals- Sales Skills for 21st Century SellingNegotiation as a sales skill is commonly thought of as the ability to sway your customer onto your way of thinking- regardless of needs. Sleazy salespeople are experts at this. They use cheap conversational tricks and common logical fallacies to try and force agreement and get the win. Fear tactics and selective inflexibility are their […]
Read More How To Sales #11: How to Negotiate (the boring, effective way)I once talked to a new-ish salesperson on my team about a problem he was having with closing deals. Let’s pretend his name was Richard. Richard described working long hours and opening hundreds of new opportunities per month (more than anyone else on the team)- but his sales numbers weren’t increasing. He rightfully wondered how he […]
Read More How To Sales #6: How to sell more- Qualify, Qualify, Qualify.If you’ve worked in sales- especially business to business sales- for more than 5 minutes, you likely know all about big, cold calling/email campaigns. If you haven’t- it usually goes something like this: Someone buys a list of contact information. The list gets handed off to a salesperson, who is supposed to turn those leads […]
Read More How To Sales #5: Sales is Not a Numbers GameIn my last post, I described how sales is basically playing to your strengths. You use the skills you have to make the best environment for your targets to buy. In this post, I want to concentrate on defining some core skills almost every salesperson will need to develop to take their success to higher […]
Read More How To Sales #3: Core Sales SkillsLiar. Nobody wants to be a salesperson. Sure, we love the money, or the chase, or the competition, and some of us even love the power- but no one wants to be a salesperson. Being in sales is awful. You’ll spend endless hours doing repetitive/mindless tasks, listening to complaint after complaint, and you’ll get rejected more than […]
Read More How To Sales #1: So, You Want to Be a Salesperson.
Christian McCall 