Tag Archives : Sales

Your Social Presence Sucks 2


I want to tell you something. Please listen to this.

You’ve taken the time to get yourself on all the popular networks:

Linked In

You even updated your:

Google Profile
Business Card2.com

…And you’ve got a website and blog or both.  You’re actively engaged with people and your just tweeting and facebooking away, making all those high quality, authentic connects you […]

Weakness Turnaround 2

When it comes to sales, tactics are plentiful and it’s easy to follow someone else’s suggestions on tactics.  This approach works and it is especially effective for fundamental sales tactics, but it can also fall apart when it comes to your individual style.
Lets reflect on you for a moment on your weakness and how you […]

Like vs Trust 3


The rather old school idea of having people like you as a part of your selling skill has changed. While humans will always consider who they like they will no longer allow this to be the deciding factor.
Why? Because buyers want homeruns and shortcuts. They want problems to go away. They want […]

Prospects That Suck 1


Ever have a prospect that needed more (time, materials, meetings, phone calls, etc)? Those prospects seem to suck (the life out of you) and you can’t afford to give your limited sales time to those types of prospects.
Successful sales people have a clear picture of their ideal customer and know what they look like, the […]

Sell From the Inside 2

Justin McCullough discusses the basics of how to get into the mind of the prospect and sell from the prospect’s perspective. A useful, brief introduction for anyone considering going into the field of sales or who needs to troubleshoot problem areas in the pitch.

Taking Questions is Not Selling 3

I recently observed a sales rep engage in a few sales calls. Not just one, but a few and I was surprised to find that he wasn’t selling at all. He took calls, inbound calls, and answered questions. That’s it. No selling.
One round of dialogue went something like this: “Yes it does that. No […]

No Room for Feet in Social Media 4


“If I could just get a foot in the door”. I know you’ve heard that before – you may even have said it yourself. This popular and often misunderstood sales expression is not sage advice.
There is no room for feet in social media.
See the expression “foot in the door” came about during the times of […]

Pre-Call Planning w/ Social Media 5


In sales, the smartest thing you can do is pre-plan your sales call. No matter how much experience you have, no matter how many times you’ve pitched your products, no matter what your attempts-to-close ratio is, pre-call planning is a must.
With pre-call planning you study up on the prospect, their current efforts, how they […]

How to Sell with Social Media 6

With social media, the old expression “always be closing” has been revised to “always be disclosing”.  Now you share your skill set, contacts, attitude and experience in an open forum allowing you to create new contacts, develop leads, and win the minds of others.  This is powerful for sales people and speaks to the growing […]