Sales Tools
How 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? What do you typically focus on? If you are like most…
Read MoreWhy Sales Training Programs Aren’t Exclusively A Front-Line Responsibility
In our previous post, What’s More Important in Top Sales Training Courses: Measuring Behaviors or Outcomes? we discussed the importance of measuring the effectiveness of sales training courses by behaviors rather than outcomes. In this blog post, we’re highlighting another leading problem with sales training programs: focusing the initiative exclusively on front-line employees rather than…
Read MoreDrop The Rope® to Make the Sale (If You Want Effective Sales Management in 2019)
Over the past two decades, I’ve learned that there is a critical concept in understanding how to close more deals. And it’s perfectly illustrated by what’s on my calendar today: Two calls that couldn’t be more different. Call Number 1: I’m going to be the seller. And I have a solution that I…
Read MoreWhat Is the Best Way to Train Salespeople? ABC’s Shark Tank Has 3 Ways to Get More Sales Meetings
“Welcome to the Shark Tank.” The name itself just screams inviting, cozy, and domesticated, right? Here’s the show slug: “Budding entrepreneurs get the chance to bring their dreams to fruition in this reality show from executive producer Mark Burnett. They present their ideas to the sharks in the tank — titans of industry who made…
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