Give Speeches to Explode Your Sales
I’m about to share with you one of THE BEST sales prospecting techniques, and 99% of the readers will not use it. Why? Fear. Most people are deathly afraid of public speaking, but those who can push through the discomfort will out-earn, out-perform, and work less than any of their competitors. Giving speeches as a…
Learn to Sell in This Market or Die by Sales Conference Speaker
In the US alone, over 500,000 new startups emerge every year. Of that, 50% are likely fail within the first year. And within the first five years, another 56% are expected to fail. The recent recession in the US had a devastating effect on businesses. Within a two-year period between 2008 and 2010, 170,000 businesses…
A Great CRM System Will Boost Sales (Dramatically!)
How do you track your prospecting activity? Do you simply keep a stack of business cards in a pile on your desk and write notes on them? Do you keep everything in some sloppy Excel sheet? Or do you have a powerful system for organizing all of your different contacts that links to your calendar?…
What My Rugby Coach Taught Me About Sales: It’s About the Basics!
When I played rugby at Harvard, we had qualified for the National Sweet Sixteens. However, we were woefully unprepared for the level of competition to come our way. Fortunately, we brought in a very special coach, Sean O’Leary, to take our game to the next level. Rather than teaching us many different things to improve…
Sales People Need Work ONLY 5 Hours Per Day!
Did you know that the average sales person only spends about 2 hours per day actually selling? That means if you add up all of the time that the average sales person spends prospecting, conducting sale meetings, and doing sales-generating activity, it only adds up to 10 hours per week. This is disastrous. The rest…
How to Make Bigger Sales to More People, More Often
Just the other day, I was sitting down with one of my clients and he told me, “You know what I like about your approach, Marc? It’s not just about getting more customers. It’s about making bigger sales to more people, more often.” Of course, leave it to someone else to explain what I…
Sales Pitches Don’t Work! Why You Should Never Pitch Yourself
We have all been told by the old school sales trainers (and our old bosses!) that we need to pitch our product or service to prospects with enthusiasm and passion. There was a time when this was great advice; however, that time is long gone. Sales people have been pitching with enthusiasm to prospects for…
Three Tips to Developing a Great Prospect List
Just the other month, I conducted a sales assessment for a company with a sales team of 15 people only to discover that they were calling on a second-rate list of prospects. Just think about that—we’re talking 15 salaries, costing the company in excess of $1.5M per year in labor cost, and the company hadn’t…
Not All Questions Are Created Equal
At this point, every sales trainer and his mom tells you to ask questions of prospects in order to qualify that prospect, but just ‘asking questions’ is only part of the story. The types of questions you ask are more important than just asking any questions. Not all questions are created equal. Here are three…
3 Small Tweaks to Double Your Sales
Would you like to double sales at your organization the easy way? When I help companies increase revenues, my clients always first focus on increasing the number of customers as the exclusive way to increase sales. The only way to double sales by increasing the number of customers is to double your customer-base. That is…