Yesterday, Dianna Geairn (The Irreverent Sales Girl) and I were musing about some of our big sales wins. As we talked, we realized that our underlying assumptions—about prospects, our roles and factors that could hinder success—were crucial to our performance.
In very short order, we identified 17 sales assumptions and why making them helps you win more deals. Faster. With less competition.
Thinking like a prospect changes everything. That was the impetus behind today's post which was written from a buyer's perspective. I hope you have fun reading it—and get the point!
For the past couple years, I've been reading a lot of books about neuroscience, psychology and coginitive thinking. Why? Because I think we've reached a point where the environment we live in and the ways we work are getting in our way.
After spending a day in DC learning about CEB's (now Gartner) latest sales research, I popped over to visit Steve Richard's office, which was just a few blocks away. He's the CEO of ExecVision.io, a new sales coaching app.
Last Friday I was interviewed for an upcoming Salesforce documentary on The Story of Sales. Velanie, a make-up artist, had been hired to work her wonders on me before filming began. I felt like a movie star.
What's the #1 thing you should be doing to drive more sales in today's crazy-busy world? It's something I've been thinking about a lot these days.
I could never seem to get everything done. I was working from morning to night and my to-do list just kept getting longer. Then, I discovered that a major root cause was online distractions. I had no idea that they were making everything take much longer to get done.
Here's Chapter 1 from my newest book, More Sales, Less Time. See if you can relate! And, if so, please realize that it doesn't have to be this way.
This real-life story shared below is adapted from Sales Insanity, a new book written by a fellow sales expert who has chosen to hide behind a Cannon Thomas pseudonym. Read on for a taste of this great new book.
Does the idea of “social selling” make you break into a cold sweat? Or, do you simply avoid it?