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 #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 #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 #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 #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 #1: So, You Want to Be a Salesperson.

Liar. 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 […]