Category: Sales

What Sales Leaders Must Do to Win in 2015

What Sales Leaders Must Do to Win in 2015

Inability to keep up with rapid changes in the market is one of the main reasons why the sales leader’s average tenure is shrinking. Smart sales leaders, however, have learned to embrace change and turn it into an opportunity to create revenue growth. Here are a few ways you can... Read More»

Show Up Online Like You Show Up in Person

Show Up Online Like You Show Up in Person

A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. (There really isn't such a thing, but we try.) A Chinese woman connects with me on LinkedIn and then books a flight to California... Read More»

6 Data-Backed Strategies For Getting More Replies To Your Sales Emails

6 Data-Backed Strategies For Getting More Replies To Your Sales Emails

Your prospect’s inbox is a cutthroat place to be. With over 100 billion emails sent every day, it’s getting harder and harder to stand out from the other scores of attention-seeking messages your customer deals with each day. Or better yet, get an actual reply to your email. But it’s... Read More»

Small Business Spotlight: Why Your Cold Emails Aren't Being Returned

Small Business Spotlight: Why Your Cold Emails Aren't Being Returned

Your new email mantra should be simple to understand; easy to answer. I've seen hundreds of thousands (if not millions) of cold emails sent from all kinds of companies, from tiny startups to $20 billion+ behemoths. And of course, many of these cold emails go unanswered. Whether you’re writing “direct”... Read More»

7 Top Career Tips from Salesforce’s Woman of the Month

7 Top Career Tips from Salesforce’s Woman of the Month

Climbing the career ladder in the competitive world of sales is no small feat — especially when you do it at the World’s Most Innovative Company. But that’s just what Megan Oleson did, and she’s not slowing down anytime soon. Oleson started her career with Salesforce almost eight years ago... Read More»

How to Use Humor and Video to Close the Deal

How to Use Humor and Video to Close the Deal

Your average salesperson has an arsenal of tools at their disposal for closing the deal in order to adjust to each individual prospect. But is one of those tactics to use humor? If it's not already in your back pocket, ready to utilize in the right situation, read up about... Read More»

The Sales Process Club...Are You in Yet?

The Sales Process Club...Are You in Yet?

It used to be a joke among a small group of people... The Sales Process Club. I met one of the original members more than a decade ago at an industry conference where we both were speakers. I was sharing some of my early thinking on sales processes and their... Read More»

3 Ridiculous Interview Questions to Help Identify Top Sales Talent

3 Ridiculous Interview Questions to Help Identify Top Sales Talent

Hiring top sales talent is tough — which is why, over time, most hiring managers develop their own system of interview techniques and questions to prosecute would-be sales reps. While I’ve shared some my favorite interview techniques in the past, when it comes to specific interview questions, I’ve got collections... Read More»

3 Steps to Start Your Sales Coaching Efforts

3 Steps to Start Your Sales Coaching Efforts

There is a growing community of sales managers who prioritize people over metrics. They have emerged as leaders in the trenches who lead by example, guidance, and quality coaching. Few people know about these leaders because they’re heads-down, focused on building and developing their team. Sales team metrics…they know like... Read More»

Be a Better Negotiator by Forgetting Everything You Know

Be a Better Negotiator by Forgetting Everything You Know

I’ve learned so much about sales from being a father — not the least of which is the tactful art of negotiation. From after-school snacks, to TV time, to bedtime routines, not a day goes by where my kids don’t challenge the house rules to better their personal situation. “Daddy?”... Read More»