Do you believe proposals have magic powers?

Do you believe proposals have magic powers? If I put the question this way then I’m sure you’d say “no”. But throughout my career I’ve observed sales people acting as if proposals do have magical powers. As soon as a buyer shows enough interest to allow us to create a proposal it’s like a genie [...]

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Use leverage

Great post today by Anthony Iannarino. It’s really critical to give your prospects a reason to act; otherwise your biggest competitor–status quo–will win. How to Get Leverage A few weeks ago I sent a newsletter to my subscribers about how to be compelling, how to help your dream client take action now. The gist of [...]

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Talk to people

Another nice post by Mr David Brock here. I can be totally guilty of this. Don’t get wrapped up in the “coolness” of Sales 2.0 tools and Social Selling. Unless you take things “offline” and actually talk (and even more crazy, meet with people) you’re not going to sell anything. The Most Important Improvement In [...]

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How would you do on the Newlywed Game?

How would you do if you and your clients (and prospects) were on the Newlywed game? The Newlywed game was a classic game show (it ran from 1966 to 2013–I thought it ended in the 70’s but that’s the problem with watching too much Netflix). In the game the host would ask one member of [...]

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Trigger event types

This post is in reply to a comment left by Louis Gudema on my last post. If you haven’t checked out Louis’ blog, you should. He’s writing some excellent stuff about modern sales and marketing over there. As timing would have it, Louis just updated me that he has a new (free 83-page) ebook out [...]

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This may hit your Sweetspot

If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. My prospecting framework has 3 elements: Define your prospects and get their basic data: for example [...]

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Don’t just check in

Nice post by David Brock. I went on about “just touching my base” here. It drives me nuts. I’m glad David agrees (smart dude!) “Checking In,” Is Not A Next Step! For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience.  I try to rein it in–I’ve [...]

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A sales book that will save your bacon

Next time you join a new company or change your sales role in your company, you’re going to want to have a copy of Jill Konrath’s new book: Agile Selling. Actually if you know what’s really good for you, you’re going to want to read this book now and learn the skills in the book [...]

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Working to automate your social selling emails

Sales people have had automation for a long time but the traditional form of automation aligned with the traditional view of the sales job. It was “phone automation”. It took the form of auto dialers and click-to-dial solutions. But now email has become an incredibly popular sales tool (maybe too popular but that’s a discussion [...]

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New sales gig: Expect nothing

Here’s a planning tool for you, if you’re considering a new sales job. You’ll get nothing. Nada. Zip. Nout. That’s what will be prepared for you when you start your gig. Here are some things that you will need to be successful in your selling and won’t be waiting for you: Leads Relationships A clean [...]

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