Harpoon the Whale: How to Close Massive Sales
Laura is one of eight salespeople at a marketing firm. However, Laura isn’t just an ordinary salesperson. Her personal sales revenues are $10M while the entire organization’s revenues are $20M. In other words, her sales number is the same as that of the other eight salespeople combined. Laura has mastered the art of harpooning the…
Do You Think Like Your Prospect?
Jack Dorsey, co-founder of Twitter and Square Reader, believes that every product developed must fit into a user narrative. A user narrative is a story of that particular user. What does he do day-to-day? What does he care about? What are his challenges? By developing a product with this user narrative in mind, Dorsey ensures…
5 Easy Tips to Running the Perfect Sales Meeting
Most companies with sales teams have sales meetings, yet very few organizations get the most out of them. Understanding how to run the perfect sales meeting can increase sales at your organization dramatically. Here are five easy tips to running the perfect sales meeting: Meet Consistently: So many organizations have sporadic sales meetings. They are…
The DNA of Sales Excellence
As a kid, my dad would always tell me that, “Success leaves clues.” This is true in all areas of humanity, from the best athletes to the wealthiest investors to top CEOs to the winners of natural selection. Sales excellence also leaves clues. Having worked with thousands of different salespeople in a huge range of…
Be Distinct in Sales or Perish
Do you know how long it takes a prospect to decide whether he or she would want to continue a sales conversation any further? Researchers from NYU have determined that we make eleven decisions about others in the first seven seconds of meeting. This means that your prospects are sizing you up in the first…
Sales Game Plan – What Is Your Sales Game Plan?
If you haven’t established an organized strategy—a true sales game plan—for your approach to selling, then you’re missing out on huge profits. But don’t worry—in this article, I’m going to provide you with sales advice to help you establish a sales game plan in just three easy steps.
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…
