How To Sales #18: How to Craft an Appropriate Sales Strategy

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 […]

How to Sales #16: How to Cold Call: The Definitive Guide (Now with .GIF’s!)

Cold Calling for the 21st Century

How To Sales #14: How to Find the Best Sales Jobs (for you!)

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 […]

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 #7: How to Respond to Sales Objections

It’s too expensive. I want to explore all options. It seems like a lot of work. I don’t have time right now. I haven’t talked to my significant other. I don’t like you. I had a bad experience last time. I need to ask my boss. I’m ignoring you. You don’t fit the specification I […]

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 #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 […]

How To Sales #3: Core Sales Skills

In 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 […]

How To Sales #2: What is Sales?

A lot of people have a lot of things to say about what sales is. Some say it’s turning potential energy into kinetic- prospects into buyers. Some say it’s all about relationships. Others say it’s about understanding and presenting value. Ask any salesperson, they’ll tell you something different. I did a bit of research (I […]