Sales reps are busy (you know this). Lead generation, following up with prospects, updating contact info, setting up meetings, researching buyers, closing deals—it all takes time to do. A lot of time. It's no wonder, then, that sales reps are happily incorporating sales automation tools into their processes more and more. These tools drive efficiency, free up […] The post Cold Outreach Sales Cadence Framework: A B2B Sales Guide appeared first on Salesman.com ....
Nov 04, 2022
Day to day, do you spend more time telling or doing? What do I mean by that? – Do you solve problems for your prospects and earn the meeting or do you tell them you have a wonderful solution? Do you pick up the phone cold call prospects or tell your colleagues about the newest […] The post Are You Telling Or Doing? appeared first on Salesman.com .
Nov 03, 2022•3 min•Ep. 4
Pop quiz hotshot—what’s the #1 sales objection you’re likely to run into? Got it yet? The answer is overwhelmingly… price. But 90% of the time, the problem isn’t about budget or expenses. It’s about value. The better you are at selling your value, the less price is going to matter. And this 4-step framework shows […] The post Eliminate Price Objections – 4 Steps to Boost VALUE appeared first on Salesman.com ....
Nov 03, 2022•9 min•Ep. 110
[spp-player] Stop rushing to come second. In sales second place doesn’t count. Only one salesperson wins the deal. The flip-side? When you’re the best selling becomes easy. People will fly across the world to visit the best restaurant. People will wait in line for hours to get a piece of paper squiggled from the best […] The post Why There’s No Second Place In Sales appeared first on Salesman.com ....
Nov 02, 2022
A big shoutout to the HubSpot Podcast Network for supporting this episode. Stay inspired with more podcasts that help grow your business at HubSpot.com/podcastnetwork. Today's principle is that average action will always get you average results. Most salespeople barely hit their quota and that used to be me as well. It wasn't until I started […] The post Doing Average, Will Get You Average Results appeared first on Salesman.com ....
Nov 01, 2022•7 min•Ep. 2
Ahhhhh the sales call. This is where the magic happens in any buyer’s journey. When it goes right, a sales call qualifies your buyer, drives enthusiasm, and sets the final deal in motion. But done wrong, it can eliminate trust, tarnish your brand, and send leads headed for the hills – permanently. There’s a lot […] The post Start Loving Sales Calls ❤️ – 5-Step Pre-Call Plan appeared first on Salesman.com ....
Nov 01, 2022•8 min•Ep. 109
A big shoutout to the HubSpot Podcast Network for supporting this episode. Stay inspired with more podcasts that help grow your business at HubSpot.com/podcastnetwork. Welcome to the “performance improvement plan”. This is a new series of short-form podcast episodes that I promise to put together and will continue to publish as we move into and […] The post In Sales, You Are Always Where You Deserve To Be appeared first on Salesman.com ....
Oct 31, 2022•6 min•Ep. 1
Killing it in sales is all about one thing—alignment. Is what you’re selling the solution to your prospect’s problem? Does it alleviate their pain points? The tricky thing though is that 95% of the time, prospects only tell you about their surface-level pains. But to close a deal successfully, you need to be able to […] The post 5 Questions To Uncover The Buyers REAL PAIN appeared first on Salesman.com ....
Oct 27, 2022•13 min•Ep. 108
The value proposition is a foundational component for any successful sales department. It tells salespeople like you which demographics to target. It clues you into your buyer's biggest hopes and fears. And it guides your strategy for closing deals and earning that oh-so-sweet “yes.” But what happens if your value proposition is wrong? What if the […] The post Value Proposition Design Framework: Find Your Ideal Buyer appeared first on Salesman.com ....
Oct 27, 2022•15 min•Ep. 792
Eventually in your sales career, you’re going to hit a maximum effectiveness at winning business. “You can’t squeeze blood from a stone,” as the old saying goes. But that doesn’t mean you’re stuck where you’re at. If you want to drive more deals now, you’ve got to increase your throughput of sales leads. And that […] The post 7 PROVEN Ways to Increase Sales Productivity 🚀 appeared first on Salesman.com ....
Oct 25, 2022•16 min•Ep. 107
When it comes to qualifying sales leads, more doesn't always mean better. Notably, if the sales leads are not qualified. You could spend hours each day and still only manage to close a measly 1-3 leads out of a hundred. So, how does a B2B lead qualification process work? What systems can you employ to […] The post Qualifying Sales Leads: Increase Close Ratios by 500% appeared first on Salesman.com ....
Oct 24, 2022
Getting ghosted is every sales professional's nightmare. You think everything is going right—the prospect is the right fit for your target audience, your product is within their budget, and they are genuinely interested in buying it—until it's not. No response. Missed calls. Just pin-drop silence. You can't understand what the hell went wrong. Don't worry, […] The post How To Write a Follow up Email After No Response (+ Templates and Best Practices) appeared first on Salesman.com ....
Oct 22, 2022
You're familiar with the dreaded drill: find potential clients, connect with them, present your solution, but somehow don't end up closing it. Maybe your prospect cannot afford what you have to offer or ditched you for a competitor. Perhaps they decided to hold off deciding until the next quarter. Why is this happening? Where are […] The post Ultimate Guide To Close The Deal (+ 10 Examples of Closing Statements) appeared first on Salesman.com ....
Oct 20, 2022
Want to know what separates your everyday sales rep from the high-earning pros? Focus. And not focus of mind. But focus of strategy. The real pros know smashing through quotas is all about working key accounts—clients with exceptional revenue potential. So, how do you identify and work key accounts so you can start bringing in […] The post The OBVIOUS Secret to Closing BIGGER Deals appeared first on Salesman.com ....
Oct 18, 2022•10 min•Ep. 106
How often have you heard this – “Look, we really love your product, but it’s outside of our price range. Can you offer any discount?” Offering discounts can be a great way to speed up a slow-moving deal. But if you’re adjusting price before negotiations begin, you’re doing a serious disservice, both to yourself and […] The post Discount Request? 4 Simple Phrases to Turn It Around in Seconds appeared first on Salesman.com ....
Oct 11, 2022•12 min•Ep. 105
A successful sales rep is a curious sales rep. And when you ask potential buyers the right questions during discovery, you’ll get some powerful takeaways to better qualify leads, drive enthusiasm, and boost your chances of closing. In today’s post, I’m breaking down five of the most powerful sales questions to ask potential buyers. And […] The post 5 Most Powerful Sales Questions To Ask Without Sounding Salesy appeared first on Salesman.com ....
Oct 04, 2022
It is common for sales managers to say that sales is a numbers game. If this is what you have been told you may be wondering what this statement means. The simple explanation of what this statement means is that more activity leads to more sales. But this still leaves you with questions like: What […] The post B2B Sales Is A Numbers Game – And Here’s How to Win appeared first on Salesman.com ....
Oct 03, 2022•14 min•Ep. 788
Cold email is one of the best tools in your sales rep toolbox. But there’s just one problem—if your emails aren’t getting opened in the first place, then all of your efforts (the clever copy, the personalization, the research) will all be for nothing. THAT’S the importance of a great subject line So, what’s the […] The post This Cold Email Subject Line Is A CHEAT CODE appeared first on Salesman.com ....
Sep 30, 2022•11 min•Ep. 105
One of the absolute best ways to scale your sales earnings is by speeding up your sales cycle. You know this. But how often do you still get hit with “maybes” and “I’ll think about its” when you’re trying to close? The problem—they don’t feel the urgency. And sorry to say, that’s on you. Here’s […] The post 4 Secrets to Driving Urgency in Sales appeared first on Salesman.com .
Sep 26, 2022•12 min•Ep. 104
Believe it or not, there wasn’t a whole lot of data out there on sales techniques in the past. A lot of the industry was based on “feel”, “intuition”, and “charisma”. That is until one revolutionary book came along and turned the business of selling on its head in 1988. And the research-driven techniques this […] The post The Book That Changed How EVERYONE Sells appeared first on Salesman.com ....
Sep 19, 2022•12 min•Ep. 103
Keenan is the CEO and President of a sales consulting firm, A Sales Guy Inc., and was named one of the top 30 social sellers in the world by Forbes. In this episode of The Salesman Podcast, Keenan is explaining what “GAP Selling” is and why relationships, objections, and closing in sales are dead. Resources: […] The post Using GAP SELLING To Make Objections And Closing OBSOLETE appeared first on Salesman.com ....
Sep 17, 2022•40 min
As a sales professional, you'll often find yourself working on more than one deal at once. You'll hold conversations with different people with different needs and viewpoints. You want to close each of these effectively to ensure you keep smashing your sales quotas. Staying on top of all this can leave you overwhelmed, confused, and […] The post How To Use Deal Management To Win More Business, In Less Time appeared first on Salesman.com ....
Sep 15, 2022•19 min•Ep. 787
Do you feel that? You can practically smell it in the air. *Sniff* *sniff*—a recession is coming. Are YOU prepared? If you want to come out of this economic dip intact, you need to start preparing. Like NOW. And one of the best ways to do that is by setting MORE meetings and begin the […] The post A Rough Quarter Ahead for Salespeople (How To Actually Set More Meetings) appeared first on Salesman.com ....
Sep 12, 2022•10 min•Ep. 102
Anthony Iannarino is an international speaker, author, and experienced sales leader. In this episode of The Salesman Podcast, Anthony shares how we can take business from our competitors and essentially “eat their lunch”. Resources: Book: Eat Their Lunch: Winning Customers Away from Your Competition TheSalesBlog.com @Iannarino Book: The Lost Art of Closing: Winning the Ten […] The post How To Steal Your Competitors Business And Eat Their Lunch appeared first on Salesman.com ....
Sep 10, 2022•39 min
Here’s an eye-opener for ya—92% of sales reps quit after hearing “no” four times. But it turns out 80% of prospects say “no” four times before saying “yes”! The lesson here? Sales objections happen. But success boils down to how you respond to them. That’s why in this video we’re covering how to respond to […] The post How To Destroy The Most Common Sales Objections appeared first on Salesman.com ....
Sep 08, 2022•13 min•Ep. 786
Look, “selling” gets a bad rap these days. But after reading this monumental book, I realized that EVERYONE sells, especially in the modern workplace. To sell is to be human. And when you do it with the right approach, it’ll make you proud to be in sales, just like I am. Today we’re talking about […] The post The Book That Made Me Proud to Work in Sales appeared first on Salesman.com ....
Sep 05, 2022•11 min•Ep. 101
Tom Hopkins is a sales training legend. Since 1976, Tom Hopkins International has been dedicated to providing the finest sales training strategies and techniques to individuals and companies alike. On this episode of The Salesman Podcast Tom shares 4 ways you can deal with a potential customer saying “no” to your sales pitch. Resources: TomHopkins.com […] The post What To Do When A Prospect Sales “No!” appeared first on Salesman.com ....
Sep 02, 2022•40 min
The everyday sales pitch is boring. Running through features, hitting on target metrics, going through product slide after product slide after produ… Truth be told, the everyday sales pitch sucks. And your buyers think so too. But it doesn’t have to be this way. You can deliver a powerful, effective message while driving engagement, stirring […] The post Storytelling in Business—Drive More Engagement With Prospects appeared first on Salesman.com ....
Sep 01, 2022•22 min•Ep. 785
Times have changed for B2B salespeople. Not too long ago, buyers used to do light research on a solution before reaching out to a sales rep for more detailed information. These interactions helped educate buyers about the product. But they also gave salespeople all the power when it came to controlling the buyer's journey. These […] The post B2B Buyer’s Journey: A Comprehensive Guide For Sellers appeared first on Salesman.com ....
Aug 30, 2022•21 min•Ep. 784
You’ve got a job interview for your dream sales job. You have the experience and a track record of success. The only thing between you and your offer letter is your (hopefully) future sales manager. Impress them with your exceptional selling skills and expertise, and you’ve got the job. But the question is: how? This […] The post How To Create a Winning 30-60-90 Day Sales Plan (+ Sales Plan Template) appeared first on Salesman.com ....
Aug 29, 2022
