How To Sales #17: How to Sell Using Benefits (now with extra Milton)

Speeds and feeds are for the weak. Benefits (and Swingline staplers) are king.

How To Sales #15: Increase Sales Credibility with High Value Touches

*Ring Ring* -pickup- “Company G, Frank speaking.” “Hi Frank, this is Christian from HowToSales- I just wanted to check in to see how you were doing. Is there anything I can do to help out? “Nope, we’re good.” “Ok, great. Thanks!” -click- What a waste of time- for both of us. Low value touches like […]

How To Sales #13: How to Use CRM to Ruin Your Sales

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 […]

How To Sales #12: The Fundamentals- Sales Skills for 21st Century Selling

Thanks 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. […]

How To Sales #10: How to Become a Sales Closer

Thanks to Rob (@Recast_Rob) for the idea for this week’s topic. To the inexperienced- closing the deal can be one of the most difficult parts of the sales cycle. When should you ask for the purchase? How can you accurately predict which deals will close and when? What do you actually need to say to […]

How To Sales #6: How to sell more- Qualify, Qualify, Qualify.

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 […]

How To Sales #5: Sales is Not a Numbers Game

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 […]

How To Sales #4: How to Develop a Personal Sales Strategy

As discussed in previous posts, Sales Departments are at their best when each salesperson develops a sales strategy based on personal strengths. In this post, I want to discuss how to do this with self-evaluation, external skills analysis, and critical business thinking. The goal of this plan is to use the traits and skills that are second-nature to […]