Sales Tools
Principles > Instincts in Sales & Life (Because Principles are Never Wrong)
In July 1999, John F. Kennedy Jr. took off from New Jersey in his small, private plane and headed for the Kennedy compound on Martha’s Vineyard. Even though a storm was rolling in, he made the decision that it was safe to fly. But unfortunately, due to heavy cloud cover, he lost sight of land…
Read More6 Virtual Sales Tools to Close Your Prospects
Technology moves very quickly. This is true of any field, sales especially. And given the current state of the world, virtual ways of conducting life and business are evolving quicker than ever. If you don’t keep up, it will pass you by. If you don’t know how to use the latest tools and…
Read MoreVirtual Prospecting: 4 Examples of Bad Sales Emails You Should Never Send
Email has become the method of choice for engaging new prospects. For some reason if feels less invasive for both the seller and the prospect. Done right, it can deliver great results. Done wrong, it can derail your engagement for good. Learn the right way as we sort through the good, the bad and ugly of the first impression email.
Read MoreHow to Deliver the Perfect Virtual Presentation – Part 3
Up to this point in the series, we’ve been focused on creating a framework and setting the stage for a drop-the-mic presentation. In Part 3, I want to shift to delivery. Here are 8 pro tips on ensuring the perfect performance. 1. Too Little is Better than Too Much The first step…
Read MoreHow to Deliver the Perfect Virtual Presentation – Part 2: Controlling the Stage
As explored in Part 1, the first step to delivering a killer presentation is understanding the right framework. Here I want to explore another critical element of the perfect performance – controlling the stage. Remember, it’s your performance, but way too often sellers allow the customer to determine the stage, the “sound system,”…
Read MoreHow to Deliver the Perfect Virtual Presentation – Part 1
Combined, over the last 30+ years, I’ve watched and made hundreds of sales presentations. Here’s the most important thing I’ve learned: the best presentation wins, not necessarily the best solution. There’s just not enough time built into the decision-making process for the proper amount of due diligence. Plus, study after study has been proven…
Read MoreHow Much Does Virtual Sales Training Cost? 5 Factors that Affect Price
During this pandemic, individuals and companies alike have had to adapt and evolve to the changing landscape of business and sales. With the majority of events, meetings, and projects being moved online, managers and leaders have had to get creative. Luckily, technology affords us the resources to continue on and make the most of…
Read MoreInbound Selling – Part 1: A 15 Second Solution to Selling More in a Call Center
Prospect Your Way to Selling Success – Step 5: Persistence
I love Cinderella stories – when someone overcomes impossible odds to do something great. It doesn’t matter if it’s an athlete, teacher, rockstar, mom, politician, or accountant, the story always moves me. This weekend I heard a new one. As Josh Allen, the quarterback for the Buffalo Bills, was about to take his first snap…
Read MoreSales Discovery Questions: Aim at Nothing & You Will Hit It Every Time
You are sitting in a coffee shop, or maybe at your cubicle, prepping for your first prospect meeting with sales discovery questions. (At least I hope you’re prepping). You know you need to learn more about their needs, so you begin thinking about ….what?…
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